Digitized  by  the  Internet  Archive 

in  2008  with  funding  from 

Microsoft  Corporation 


http://www.archive.org/details/collectionofmastOOdavirich 


. 


13  ^  \l  f\ 


A  WORD  FROM  THE  AUTHOR 


THESE  letters  were  written  for  many  men  of  many 
minds — advertisers  with  different  needs  or  notions. 
Hence  the  literary  style  or  word  treatment  of  the 

letters  is  "as  changing  as  the  sands  of  the  sea." 
So  I  sincerely  believe  that  each  letter  in  this  portfolio  has 
something  in  it  for  you. 

My  suggestion  would  be  that  you  make  your  own 
collation  of  the  Sentences  and  Paragraphs  you  like  or  that 
are  specially  adapted  to  your  purposes.  Then  put  them  all 
in  a  scrap  book  or  card  index  system.  They  should  be 
numbered,  indexed  and  classified,  so  that  you  can  always 
find  the  thing  you're  looking  for. 

Pay  no  attention  to  the  subjects.  Get  the  meat 
of  the  salesmanship  out  of  this  material  and  blend  it  into 
your  own  selling  story.  You  can  do  it  in  a  thousand 
instances. 

But  you  can't  do  it  in  a  minute — take  your  time 
and  read  this  collection  of  letters  slowly,  methodically,  at 
odd  times — a  little  each  day. 

Mark  it  up  as  you  go  along,  just  as  you  would  a 
book.  After  a  thorough  reading  of  the  whole  portfolio, 
you  can  make  the  Classified  Collation  of  Sentences  and 
Paragraphs.  This  will  prove  the  handiest,  "usefulest"  and 
most  profitable  thing  that  you  ever  kept  on  your  desk.  Get 
the  dollars  out  of  this  collection!    Others  have!     You  can! 

There  is  a  Strong  Young  Giant  just  awakening 
into  life!  It  is  Direct  Publicity — advertising  by  mail.  This 
is  the  Future  Great  Foundation  of  all  Big  Business. 

You  won't  go  wrong  to  study  it  intensely. 


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INDEX 


THE  COLLECTION  OF  MASTER  BUSINESS  LETTERS  BY  AD-MAN  DAVISON. 


Subjects 


Numbers   Subjects 


Numbers 


82 
36 


23 

26 


Accounting  37 

Automobiles  81 

Auto  Specialties  32 

Bank  Supplies  79-  80 

Books  1-  18 

Business  College  19 

Cleaner  21- 

Coal  and  Wood 24- 

Coffee  29 

Collections  (From  Debtors) 160-167 

Collections  (From   Debtors   Where 

Payment  Was  Extended) 198-203 

Collections  (Soliciting)  27-  28 

Credit  77 

Dancing  School  76 

Farm  Implements  40 

Farm  Paper  52 

Fire  Extinguisher  53 

Fire  Insurance  54 

Flavoring  Extracts 59 

Flour  60 

Fountain  Pens 20 

Furs  65 

General  Merchandise 66 

Gift  Store  39 

Ginger  Letters  to  Salesmen 83-102 

Gum  Labels 70 

Hay  71 

Health  Appliance  72-  74 

Health — A  Sermonette 38 

Ice  75 

Ledger  137-139 


78 


45 


58 


64 


68 


Letter  to  Employees 30-  31 

Lists  of  Agents'  Names 69 

Machine  Works 103-104 

Men '  s  Clothes 110-125 

Millinery  133 

Music  Lending  Library 134-136 

Orchard  Spray 168-170 

Paint  184-197 

Paper  171-172 

Paper  Boxes 173-174 

Pleasure  Resort 175 

Plumbing  176 

Polishing  Cloth 177 

Pool  Board 178 

Printing  and  Business 

Literature  141-159 

Printing  Ink 179-181 

Raincoats  182-183 

Real  Estate  and  Land 126-132 

Repeat  Orders  (Soliciting) 140 

Roofing  Slate  204 

Safety  Clock 205 

Salesmen  Wanted 105-109 

Shoes  206-207 

Sick  Room  Device 208-209 

Signs  210 

Ticket  Seller 46-  51 

Typewriter  Supplies 211-213 

Typometer  214 

Wall  Paper 215 

Water  Filtration 216 

Wheat  217 


SUPPLEMENTARY  SET  OF  SPECIAL  MAIL  ORDER 

LETTERS . 
Subjects  Numbers 

Mail  Order  School 218-223 

Oil  Investments 224-229 

Fat  Reducer 230-233 

Men's  Doctor 234 

Tuberculosis  Cure 235-236 

Pyorrhea  Cure 237-238 

Flesh  Builder 239-240 

Beverages  241-250 


uniilitiiimniilliiilimnilimii..: 


,,,,  I    ,. 


5 
1 


DON'T— MISS— IT— FOR— A— MILLION!  ! 


Dear  Mr, 


I've  a  little  book  that  means  WORLDS  to  you! 

It  means  more,  much  more,  than  you  ever  dreamed  a  little  book  COULD! 

It  has  within  its  pages  the  most  startling,  wonderful,  practical  and  powerful 

prescription  for  Success  ever  written  down  by  the  hand  of  mortal  man! 

This  small  volume  has  actually  changed  the  course  of  many  men's  lives.  AND  YOU 
CAN  READ  IT  IN  AN  HOUR! 

That  one  short  hour  will  mean  more  to  you  than  any  YEAR  of  your  life  thus  far! 
Please  don't  think  I'm  exaggerating  just  to  interest  you  in  it.   I'm  telling  you 
the  plain,  unvarnished  truth. 

Now,  because  of  its  almost  unbelievable  INFLUENCE  upon  the  life  of  every  man  who 
reads  it — its  magical  effect  upon  his  immediate  prospects  and  plans,  it  is  called 

"T-H-E  S-T-0-R-Y" 

Listen,  my  friends — let  me  sincerely  say  that  every  day  you  delay  reading  it  you  are 
MISSING  AND  HEEDLESSLY  PASSING  BY  something  you've  probably  sought  for  years — 
sought,  looked,  longed  for,  envied  and  admired  in  OTHERS — something  that  would 
give  you  THE  GIFT  OF  GETABILITY — that  Power  of  Accomplishment,  of  Cashing  In  on 
Your  Abilities,  of  Governing  Yourself  and  the  Other  Man,  of  Turning  Dreams  into 
Realities,  of  Changing  Hope  to  HAVE,  Maybe  to  MUST — and  Uncertainty,  Hesitancy, 
Delay  and  Fear  into  POSITIVE,  VIGOROUS,  UNAFRAID,  SUCCESSFUL  ACTION! 

"The  Story"  really  TELLS  HOW   in  clear,  clean-cut,  heart-to-heart  style  that 

DRIVES  THE  BIG  THOUGHT  CLEAN  HOME!*  I  KNOW  you'll  be  profoundly  glad  I  wrote  you, 
profoundly  glad  you  "Listened"  to  me  and  sent  for  this  book,  grateful  that  you 
drank  in  its  every  word  AND  MADE  IT  A  NEW  PART  OF  YOU!   It  will  give  you  Fresh 
Strength,  Firmer  Purpose  for  all  the  things  of  life — new,  real  vigor  of  mind  and 
spirit;  a  Higher,  Clearer,  Surer,  More  Buoyant  and  Bounding  Belief  in  Yourself  that 
will  STAY  WITH  YOU  FOREVER. 

The  book  costs  $2.  It's  worth  $200,000.  By  the  way — pretty  expensive  reading, 
that— $2  for  ONE  HOUR— BUT 

BURN  THIS  IN  YOUR  MIND: 

It  MIGHT  be  a  blamed-sight  more  expensive  NOT  to  read  it.  NOT  to  read  it  may  cost 
you  MANY  THOUSANDS!!   Think  it  over.   I'll  be  $2  richer  if  you  write  today  and  put 
that  amount  in  the  envelope,  BUT  AT  THE  END  OF  A  YEAR  YOU'LL  LOOK  BACK  AND  SAY  THAT 
$2  WAS  THE  MOST  MIRACULOUSLY  MULTIPLYING  MONEY  YOU  EVER  PARTED  WITH  IN  YOUR  LIFE !  ! 

For  "The  Story"  is  a  miracle-book  that  BUILDS  NEW  BACKBONES  AND  BIGGER  BANK 

ACCOUNTS . 

It  will  pay  Huge  Dividends  to  You  and  You  Alone! 
SEND  for  it — don't  miss  it  for  a  Million! 

S-E-N-D  T-0-D-A-Y! 

Yours  sincerely, 


■  . 


■'■;';  ;.;,.-.  ■:.;    ■•   ,,..■ 


jUliltii!itt;ii!tiiii:iitilliii!  ni:t'iil  itmtliimtiMi 


ittrtirjri KiiitmiMiitMiririii'  ir.in  !\':\i' rwi i i i i  i:inimi:t:iiii;, 


FOR  TWO  DOLLARS  I  PROMISE  YOU  TODAY 
THE  VERY  BEST  YEAR'S  READING  YOU  EVER  BOUGHT  IN  YOUR  LIFE  !  ! 

Dear  Friend: 

THIS  may  be  real  news  to  you:  is  an  illus- 
trated weekly  for  ALL  THE  FAMILY father,  mother,  sister, 

brother. 

You  DID  know,  perhaps,  of  its  peerless  record  as  the  cleanest  and 
most  wholesome  periodical  of  American  life,  representing  the 
best  in  fiction,  in  fact  and  in  current  comment. 
Its  many  thousands  of  constant  readers  have  found  that  in  all 
this  broad  land  there  is  no  more  entertaining,  edifying, 
enthusing  weekly. 


YES  !  YES  !  !  MOST  CERTAINLY  YOU  SHOULD  HAVE 

coming  into  your  home  every  week  from  this  day  forth! 
It  covers  every  phase  of  the  busy  life  of  now-a-day. 
It  is  so  inspiring;  it  is  so  refreshing! 
It  is  so  helpful,  diverting,  instructive! 

It  is  INTENSELY  CLEAN  and  Scrupulously  Free  from  the  literary 
abandon  of  many  present-day  periodicals.  Your  beloved  son  or 
daughter  can  enjoy  it  to  the  fullest  extent-it  is  SAFE  AND  SWEET 
AND  SANE  ! 

It  has  special  pages  that  sparkle  with  interest  for  every  member 
of  the  family.   It  is  an  all-thrcugh-the-household-all-the- 
year-» round  paper  THAT  EARNS  ITS  SUBSCRIPTION  PRICE  A  THOUSAND 

TIMES!   It  becomes  indispensable  'round  the  reading  table 

warmly  welcomed  by  all ! 

Right  at  this  moment  there's  a  most  splendid  inducement  for  you 
to  send  in  your  1914  subscription!  Look  at  the  Accumulative 

Offer  on  the  back  of  the  enclosed  circular it  means  that  you 

get  a  good  deal  more  than  a  year's  subscription  if  you  act  at 
once  ! 

It's  seriously  WORTH  YOUR  WHILE  to  decide  today. 

The  is  really  too  enjoyable  for  you  and  your  dear  ones 

to  do  without,  for  the  sake  of  $2.  Beside  its  many  other  attrac- 
tions, those  valuable  Health  Articles  and  Splendid  Household 
Recipes  alone  would  be  worth  the  price. 

Write  your  name  and  address  at  the  bottom  of  circular,  detach, 
and  send  to  me  with  $2  today. 

Do  this  for  the  Family's  enjoyment for  your  own  ! 

You  know  THEY'LL  benefit  by  it.  So  will  YOU!  It  will  add  to  the 
radiance  and  charm  of  the  home  atmosphere. 

It's  really  a  fine  and  thoughtful  thing  to  do.  DECIDE  AT  ONCE 

let  that  good  deed  go  forth  in  tonight's  mail. 

Cordially  yours, 


3  I 


YOU'LL  BE  ANOTHER  MAN  FROM 

THE  MOMENT  YOU  READ  IT  !  ! 
Dear  Sir: 

Maybe  that's  a  strong  thing  to  say! 

Maybe  it  isn't;  maybe  I'm  putting  it  DEAD  STRAIGHT:  "You'll  be 
ANOTHER  MAN!" 

You're  no  different  from  the  rest the  men  of  the  hour;  live, 

alert,  resourceful,  up-and-doing,  success-craving;  determined 
to  ACCOMPLISH  MORE  TODAY  THAN  THSY  DID  YESTERDAY! 
You  are  no  different,  I  say.   If  YOU,  too,  read  — 


it  will  light  within  your  breast  the  Fires  of  New  Ambition,  just 
as  it  has  done  with  every  other  man. 

No,  it  isn't  a  long-drawn-out,  lily-livered,  high-browed  treat- 
ise on  Success,  or  a  lot  of  canned,  theoretical,  wishy-washy 
optimism.   It's  only  a  little  bit  of  a  book,  but  it  holds  a  GREAT 
BIG,  GLORIOUS,  GRIPPING,  FLESH- AND-BLOOD  C-O-M-M-A-N-D  THAT 
CARRIES  VIRILE  CONVICTION!  You  can  read  it  in  SIXTY  MINUTES, 
but  in  that  sixty-minute  session  you  get  a  Fateful,  Glowing 
Message  that  STRIKES  FIRE  and  STARTS  SOMETHING  ! 

No  such  thing  as  the  has  ever  before  been  put  into 

words!   It  is  wonderfully  startling  and  startlingly  wonderful. 
It  contains  the  Unexpected,  the  Unthought-of ,  the  Undreamed-of! 
Lords  of  Finance,  Captains  of  Industry,  Big  Men  who  are  Towers  of 

Strength  in  the  Commercial  World,  have  read  this  bit  of  a  book 

and  it  actually  jarred  them  into  Fresh  Activities  and  Broader 

Accomplishment. 

Do  you  mean  to  tell  me  it  wouldn't  do  the  same  thing  for  you? 

THE  SURPRISE,  THE  STING  OF  IT,  GIVE  YOU  A  STRONG  SHOVE  IN  THE 

RIGHT  DIRECTION,  A  BOOST  TOWARD  THE  BIG  GOAL.  Ah!  it  "moves  in 

wondrous  ways  its  miracles  to  perform!" 

"You'll be another man from the moment you 

read it!"  Your  family,  your  friends,  your  business  associates 

will  notice  it  !  They  are  BOUND  to  see  a  big  change  in  you! 
0,  yes,  there  are  a  thousand  tons  of  Mesmerism  to  the  square  inch 
in i  You'll  be  HYPNOTIZED  INTO  HIGHER  PRODUCTIVE- 
NESS, WITH  BRISTLING  PURPOSE  RADIATING  FROM  EVERYTHING  YOU  DO  ! 

And,  mark  this mark  it  well:  A  YEAR  HENCE  YOU'LL  HAVE  A 

GREATER  INCOME  AND  HEALTHIER  STORE  OF  OTHER  THINGS  WORTH  WHILE  ! 
YOU'LL  HAVE  GAINED  MORE  GROUND  THAN  IN  ANY  OTHER  YEAR  OF  YOUR 
LIFE! 

Strong  words,  yes,  but THE  BOOK  ITSELF  WILL  BE  PROOF  POSITIVE  ! 

It  costs  a  Dollar,  whether  bought  in  Hackensack  or  Halifax.  But 

you're  playing  safe your  dollar  has  a  STRING  to  it.  IT  ISN'T 

MINE  UNTIL  YOU  SAY  SO.  You  get  it  back  if  you're  willing  to  give 
back  the  book. 

Get  your  order  in  the  mail.  Don't  let  anything  or  anybody  stop 
you.  Fate  lurks  at  the  Letterbox.   Fortune  waits  'round  the 
corner.  Who  knows?  The  Dollar  you  send  may  prove  the  Dollar  of 

Destiny the  Luckiest  you  ever  let  go!  And  it's  all  at  MY 

risk,  anyway why  hesitate  or  hem  and  haw? 

ISN'T  THIS  LETTER  MY  LEGAL  PROMISE  TO  PAY  BACK  INSTANTLY? 
Yours  truly, 


'"■'■■ :    ■■   ■   i     ■    ■       ■■  .   ■    .  ■   i;l   '■   : 


''■■'  ,.  .  'I  ...        ...  .,  .1  .  ■  ■... 


TWO  WONDERFUL  BOOKS,  BRIM  FULL  OF  FRESH  IDEAS  !  BOOKS  YOU  NEED  RIGHT 
NOW,  THAT  WILL  SAVE  YOU  LOADS  OF  TIME  AND  LOTS  OF  MONEY  ! 

My  dear  Sir: 

Good  Ideas  are  as  elusive  as  they're  costly. 
You  know  that. 

I'm  dead-sure  you  do,  if  you're  an  advertising  man,  sales- 
manager,  printer,  publisher,  lithographer  or  engraver. 
And  good  ideas,  Sirrah,  are  mighty  CASHABLE,  by  the  way! 
You  know  THAT,  too. 

I've  a  rich,  rare  treat  for  YOU  I  A  veritable  Storehouse  of  Stun- 
ning New  Ideas  in  Illustrating  and  Printing sparkling  color 

schemes,  unique  and  attractive  productions  of  high-skilled 

artists,  handsomely  paid  illustrators,  talented  typographers 

men  of  brains  and  daring  originality! 

I've  two  fine,  big  books  that  are  published  monthly. 

One  is  called 

The  other,  

You  will  find  them  brim-full  of  good  things  every  month uncom- 
mon, striking  designs,  high-art  photo-engraving,  electro- 
typing,  lithography,  typography. 

Then  there  are  specimens  galore  of  New  Papers,  New  Covers  and  New 
Papeterie  Wrinkles  of  every  imaginable  kind,  milord. 

0,  the  cleverest,  catchiest  stuff  you  ever  saw! 

They're  meaty  with  myriads  of  magnificent  ideas,  and  what's 

more, 

I'M  GOING  TO  SEND  YOU  SAMPLES  OF  BOTH 
OF  THESE  ELEGANT  BOOKS  ABSOLUTELY  FREE! 

You  can  just  mail  me  the  enclosed  card  right  away,  and  they'll 
be  sent  you  without  the  slightest  obligation  on  your  part.  After 
you  see  them,  if  you  just  can't  resist  the  idea  of  having  them 
monthly,  the  subscription  is  $3.50  for  24  numbers.  If  you 
SHOULDN'T  want  them,  keep  the  two  copies  with  my  compliments. 

I  want  you  to  see  them  immediately  and  get  a  glimpse  of  the 

glories  within  ! 

Not  in  all  America  will  you  find  two  monthly  publications  like 

these  ! 

Hundreds  of  prominent  ad-men,  printers,  and  people  in  allied 

businesses  the  country  over,  get  these  wonderful  books  every 

month  and  take  advantage  of  their  rich  and  abundant  supply  of 

New  Ideas. 

Don't  let  another  day  go  by  without  Grabbing  this  Great  Chance! 

and  will  pay  you  1000%  on  the  investment 

at  every  blessed  issue. 

LET  THAT  CARD  COME  FORWARD  RIGHT  AWAY,  MISTER! 

It  won't  cost  you  a  copper,  mind and,  by  the  way,  it's  a  mighty 

happy  thought  to  'tend  to  it  RIGHT  THIS  MINUTE! 

Yours  very  truly, 


My  dear  Sir: 

I'm  glad  to  send  you  under  separate  cover 

and 

LISTEN!  You'll  find  four  articles  in 


ALONE  really  worth  more  than  the  entire  year's  subscription  to 
both  of  these  Idea-giving  Periodicals ! 

The  first  is  ,  by ,  who  is  a  Past-Master  in 

Tempting  Typography;  Professor  of  Printed  Persuasion.   0,  this 
Chap  is  a  type-wizard  !  His  clever  curves  are  worth  your  while  ! 

Grab  THIS  article  and  read  it  first  thing it's  worth  great, 

round,  glittering  dollars  to  you! 

Then  straightway  absorb  that  splendid on  page 

349.  John's  friend,  ,  wrote  it.  ,  besides 

being  a  "photographer  for  art  publishers,  printers  and  adver- 
tisers," is  a  rare  genius,  and  yet,  strange  to  say,  not  a  poor 
business  man  at  that  !  His  work  will  interest  you. 


,  page  365,  is  seriously  valuable  to  the  adver- 
tiser, or  the  cut  or  catalogue  maker.  Easy  enough  to  learn  to 
put  1,000%  more  efficiency  into  a  catalogue  if  now  and  then  you 
get  a  flash  of  something  like  this!  You'll  say  the  lay-out  is 
mighty  clean-cut ,  sir! 

Then  back  on  page  341  you'll  find 's  inspiring  mes- 
sage for .  Here's  rich  thought-food  for  the  Printer 

With  A  Small  Shop.  Here's  a  NEW  PLACE  for  him  with  Bigger  Possi- 
bilities  a  Broader  Sphere  of  Activity  that  has  been  WAITING 

FOR  HIM  ALL  ALONG  ! 

But  these  are  only  four  features  of  the  Glorious  Big  Show!  A 

glittering  galaxy  of  other  attractions  is  there  to  greet  you 

breezy,  brisk,  business-breeding  things  bound  to  inject  Brand 
New  Gumption  into  your  business  literature.  Why,  it's  simply  one 
continuous  performance  of  scintillating  suggestions  for  alert 

folk  who  are  as  good  at  ADAPTING  as  they  are  at  originating 

which,  you'll  agree,  is  a  nifty  little  knack  all  in  itself. 

THINK!  These  two  books-ful  of  Grand,  Good  Things,  every  month 
for  a  whole  year,  $3.50,  postage  included!  And,  just  to  show  you 
my  heart's  right,  if  you  ACT  TO-DAY,  I'll  make  your  subscription 
THIRTEEN  MONTHS  instead  of  twelve note  enclosed  special  offer. 

THIS  isn't  a  doubtful  investment;  it  strikes  right  at  the  heart 
of  your  business;  you  can't  afford  to  turn  your  back  upon  it. 
JUST  GRAB  YOUR  PEN  AND  HAVE  IT  OVER  WITH,  THEN  (There's  a  whole 
Drove  of  dollars  in  it  for  you!) 

Yours  sincerely, 


11'tnwiliiimirjiiiumiiiH.riiwinMi.Niiiiii  niiiiiiiimmmijiiimi 


l(l|g|UlllliMillimilHlliMnitmiiiiiiiiiii«.iiM:i!iiimiiiiiM(mmiiiiiiiiiiimti'iNiiiii  rum imtr i:iiimhiiiiiiimii:miiii  1:1 iiiriiimiiHitmitiiinMiiiiiii-iiiiniH iiiii[i.iiiiiiiiiHimii|i!iMi<iii;iii;i!MMitiuiiiiiitiiiMiiimniiiiiiiii[iMmi iiiiiitiiiiniiHiiiiiM u jihhii: ;iiriMi:iNiiiiiiiiiiiii'iiiiiifiiiEiii»iH  timn IinmJiiiriiiiriiiimitlutuinriiuumHK 


6  I 


"THANKS,  I"  SAID  HE — 

"THEY'RE  MEAT  AND  DRINK  TO  ME!" 

My  dear  Sir: 

Excuse  the  persistency. 

But  your  order  isn't  here  for  the  and 


I'M  WONDERING  WHY. 


Somehow  I  thought  you'd  gladly  subscribe  by  return  mail! 

Maybe  you've  been  busy  or  simply  overlooked  it. 

For  I  can  hardly  believe  these  wonderful  books  DON'T  INTEREST 

you. 

If  you  associate  with  Printing  or  Advertising  in  ANY  form,  here 

are  two  mammoth  monthly  treats  in  Type  and  Color  Features  sure  to 

pay  whopping-big  dividends  ! 

These  Rich  Magazines  keep  you  Up-to-the-tick-of-the-Telegraph 

in  the  goings-on  of  Printdom a  constant  Merry  Whirl  of  ideas  in 

Cover  Designs,  Photo-Engraving,  Electrotyping,  Lithography  and 
Typography  that  JUST  FIT  IN  with  your  plots  and  plans. 

You  will  save  Oodles  of  money  in  Art  Work  and  the  Special  Charges 
of  Fancy-Priced  Printers-you  can  furnish  the  ideas  and  designs  to 
people  who'll  do  your  work  more  economically,  SEE? 

"Thanks,  ,  for  those  stunning,  salubrious  books;  they're 

meat  and  drink  to  me,"  writes  a  big  advertiser. 

He  found  in  them  some  Unexpected  Things  that  put  New  Grit, 

Gumption  and  Ginger  into  his  Publicity  Programme. 

THE  SAME  THING'S  GOING  TO  HAPPEN  TO  YOU! 

Your  little  monthly  journeys  through  these  pages  of  Printed 
Cleverness  will  infuse  Fresh  Vibrations  into  the  Ad-material 
with  which  you  Magnetize  the  MAZUM. 

Ah!  Let  not  that  ORDERING  IMPULSE  grow  cold  ! 
While  the  thought's  warm,  write  me  at  once  to  Enroll  Your  Name. 
The  books,  dear  friend,  are  an  INVESTMENT,  not  a  speculation. 
You're  buying  a  SURE  THING  that's  bound  to  be  good  for  the  little 
sufferer  over  at  the  First  National. 

PUT  THE  RIGHT  STING  INTO  YOUR  AD-ARNICA  FOR  THE  NEW  YEAR! 

Making  out  a  $3.50  check  to  means  something  VITAL 

to  your  1914  PROSPERITY! 

MAKE IT OUT RIGHT NOW  ! 

Sincerely  yours, 


iimimtmiiiiinmiiri:,,,,. 


»»'tniiit!fir'itiiiiiiiiri!iniiiii:irii.|iiriii.mn r:<itrjii<rriimiii>i:ii>:iriiiimttimillitmmi 


intmnotiimi  ■-■-■■  ■  lummmniitiNtiiMimniflinttniMtHtMnfMfl 


MilHHIlnH'1!     i::i-n;ii  i  I Hlllhl.liHllfUlllli/IUnilll 


A  BRILLIANT  NEW  PROGRAMME  OF  BIG  SURPRISES  IN 
1914 AND !  ! 


Dear  Mra 


This  is  to  gently  warn  you  that  your  subscriptions  are  just  ex- 
piring  AND  YOU  MUSTN'T  LET  THEM! 

You'd — be — missing — the — treat — of — your — life  ! 

For  the  Publishers  of  and  the  have  a 

whole  flock  of  Fresh  Innovations  up  their  sleeves  ;  things  with 
the  Thrill  of  Unexpectedness  in  them;  Stunts  in  Type-craft  and 
Skits  in  Color,  Photo-Engraving,  Electrotyping  and  Lithography, 
THAT  WILL  ADD  A  KEEN  NEW  ZEST  AND  EUOYANT  RELISH  TO  YOUR  APPRE- 
CIATION OF  THESE  WELCOME  MONTHLY  VISITORS  ! 

Each  of  these  Splendid  Magazines  will  carry  Broader  Inspiration 
and  Bigger  Helpfulness  with  every  succeeding  issue  in  1914. 

DON '  T — EVEN — THINK — OF — MISSING— A — SINGLE — NUMBER  ! 
They  represent  a  Moving  Picture  Show  of  Myriad  Smart  Suggestions 
to  the  fellow  who  MUST  keep  down-to-now  in  his  line  of  work!  They 
are  worth  $99  a  minute  as  IDEA  INCUBATORS  !  They  Generate  Brand 
New  Ginger  at  the  rate  of  a  thousand  pounds  to  the  square  inch! 

Don't  short-circuit  this  Line  of  Live  Vibrations LET  'EM  KEEP 

COMING!  You  MIGHT  afford  to  do  without  OTHER  periodicals  you're 
taking,  but  NOT  THESE,  NOT  THESE!  Now-a-days,  when  every  branch 
of  Endeavor  is  crowded-to-the-guards  with  Competition,  a  fellow 
needs  all  the  ideas  he  can  grab  hold  of  ! 

And  just  let  this  Little  Tip  seep  into  your  System,  Sir:  You're 

going  to  get  a  Grander  Value  for  your  money  this  year a  more 

Magnificent  Feast  of  Good  Things  than  ever  you  fed  your  Observ- 
ing Mind  ! 

ANOTHER  THING:   The  Publishers,  charge  $4 my  price  to  you  is 

$3.50,  provided,  of  course,  your  kind-faced  check  accompanies 
your  order  for  renewal.   STILL  another  thing:  You  might  prefer 

to  renew  for  alone  ;  if  so,  send  me  $2.75.  Or,  you 

might  want  simply  the that  would  be  $1. 

But  the  two  together  are  what  you  shouldn't  be  without.  The  price 
is  a  Pittance  compared  to  their  Profit  Possibilities  to  you. 
AGREED?  Then,  let's  reach  for  the  check-book  and  have  it  over 
with.  Dip  your  pen  in  the  Ink  of  Wisdom  and  make  that  Renewal 
Remittance  payable  to 

Yours  sincerely, 


'^'""""""•ll'IIIJIIHINrlllllllllllMIIIIIlltlllltirltliltlltllHiltMUllil IIIMMIllllllilllllllllMHIIllllM'llliTlimiNillMI INHIMl;! IIIIHllltlllllllllKII.'lliril  IIIINIIIIIIMIItllthlllllltlllltlllliinilNlllllIllllllilllllllllillliltlllllllllllilllll!:!  :ilNIIII!:i>in!IIMII!ll!llll)llilimil!ll!l]l[l|[|llli!![tlllllllllllllII(llll< 


8 


Dear  Mr.  

is  a  little  bit  of  a  warm,  winning  monthly  magazine. 

It  is  filled  from  cover  to  cover  with  graceful,  glowing,  human 
thoughts. 

And  ah!  I  tell  you  it  is  for  Gentlefolk.   It  is  so  unobtrusive, 
sincere,  charming.  So  deeply  enjoyable  to  all  kinds  of  people 
who  are  fond  of  things  artistic. 

It  is  for  Artists,  Art  Devotees,  Lovers  of  Antiques,  of  Books, 
of  Book-making,  of  Things  Decorative. 

is  a  delight  to  the  man  or  woman  attuned  to  the  Higher 

Ideals  of  Beauty,  and  Work  and  Life  and  Love. 
It  is  a  developer  of  Artistic  Ideas  in  the  Home. 

So is  for  those,  dear  friend,  who  find  "tongues  in  trees, 

sermons  in  stones,  books  in  the  running  brooks  and  good  in  every- 
thing." 


•IS — FOR — YOU  ! 


You  will  enjoy  it. 

You  will  profit  by  it. 

You  will  welcome  its  coming. 

You  will  soon  look  upon  it  as  a  fond,  fast  friend. 

It  will  brighten  and  broaden  your  life. 

It  brings  to  you  all  that  is  Best  of  the  Beautiful. 

A  dollar  brings  you for  a  whole  year.  And  your  dollar  re- 
funded after  THREE  MONTHS  if  you're  not  satisfied.  This  is  so 
Fair  and  Safe  I'll  expect  your  subscription  by  Return  Mail. 
Won't  you  'tend  to  it  IMMEDIATELY? 

Yours  sincerely, 


HitnnmfirrtrtiiiirimtmtiiiiiiiiiimiimiMiiinii'.Mi 


■   ■  ■■■        ■■■     ■      : ........... 


llimilmilllllHIIIirli.:,:      I,  iiiMINNIill! imilllHINIilllilllimillMltmiHIim'i,  I 


S — E — C — 0 — N — D    W — A — R — N — I — N — G  ! 

D A N G E R  !  ! 

Dear  Sir: 

You  can't  blame  me  if  it  happens  ! 
I've  flashed  the  signal. 
I've  hung  out  the  red  light. 

LISTEN:  There's  Danger  of  your  missing  some  HOT  IDEAS  you  could, 
would  or  should  have  coined  into  COLD  CASH  I 

NOT  A  WORD,  NOT  A  LINE  FROM  YOU  ABOUT  RENEWING  YOUR  SUBSCRIPTION 
TO  1914 AND  1914 ! 

You're  live,  resourceful,  up-and-doing ! 

You  won't  FOR  ONE  MOMENT  let  a  REAL  good  thing  pass  you  by  with- 
out so  much  as  raising  your  hand  to  stop  it. 

NO  !  !  !  !  ! 

Those  palpitating  periodicals,  and  ,  are 

positive  profit  producers  ! 

Every  thirty  days  they  walk  in  and  hand  you  a  JOLT  that  stirs  your 

AD-LIVER  into  brisk  action,  and  puts  the  veal  in  your  vibratorium! 

They're  for  restless,  red-blooded  businessmen  who  keenly  enjoy  a 
Monthly  Passing  Show  of  Money-breeding  Ideas,  Myriad  Flashes  of 
Color-fancy,  Daring  New  Departures  in  Photo-Engraving,  Electro- 
typing  and  Lithography stuff  that  fairly  OOZES  out  new  plots 

and  plans  for  your  publicity  programme  ;  things  that  FIT  YOUR 
CASE  EXACTLY  ! 

Don't  turn  a  cold  shoulder  to  the  Goddess  of  Inspiration. 
She's  a  bit  sensitive,  likewise  fickle,  and  may  flirt  with  your 
competitor!  Lord  help  any  businessman  who  sticks  to  the  dull 
grind  with  'nary  a  flash  from  her  radiant  shrine  ;  he  grows  musty, 
crusty,  and,  finally,  goes  BUST-Y ! 

These  books  are  good  for  what  ails  you  when  Brother  Brain-fag 
drops  in!  They're  a  mental  tonic,  a  thought  rejuvenator;  they 
help  incubate  Vivid  New  Ideas  with  the  lilt  and  lure  of  Triumphant 
Trade-getters ! 

Be  not  wayward,  then!  WHERE  could  you  put  a  $3.50  check  to  Wiser 

Purpose?  There's  the  ink,  there's  pen right  before  you;  and 

the  BURNING  INCENTIVE  is  a  whole  year's  whopping-big  Feast  of 
Meaty  Morsels  from  the  Best-paid  Brains  in  Christendom! 

LOOK  HERE  NOW!  If  you  don't  want  Brother  Brain-fag  to  get  you, 
WRITE  THAT  CHECK  AND  MAIL  IT P.D.Q. 

Sincerely  yours, 


10  1 

GREAT  GOOD  NEWS  FOR  YOU !  ! 

I 

Dear  Sir: 

Within  a  very  few  short  hours  you're  going  to  get  copies  of  two 
dashing,  distinctive,  delightful  magazines  ! 

They  pulsate  with  productive  printing  ideas,  master-strokes  in 
typography,  a  glittering  pageant  of  color  schemes,  cover  designs 
de  luxe radiant,  startling,  unusual;  works  of  wonder  in  photo- 
engraving, electrotyping  and  lithography. 

0,  my  dear  sir,  you've  NEVER  found,  all  at  one  time,  in  one  place, 
such  a  wealth  of  vivid,  vibrant,  valuable  suggestions  I 

Even  the  busiest  man  hasn't  any  right  to  CHEAT  HIMSELF  out  of 
this  glorious  treat  !  These  Journals  of  Joyous  Inspiration  feed 
Fancy's  Fruitful  Flame they  are  called 


When  the  sample  copies  come,  read  them,  dig  right  into  them  from 

cover  to  cover not  a  page  but  what  might  hand  over  to  you  THAT 

LONG-PURSUED  PARTICULAR  IDEA! 

SEE  if  you  wouldn't  like  these  Gems  of  Genius  every  thirty  days, 

with  their  rich  store  of  creative  surprises their  offerings  of 

the  best  handiwork  of  Craftsmen  worth  while  ! 

IMAGINE!  These  magnificent  big  books,  out  of  which  you're  free  to 
"lift"  good  things  at  your  lordly  leisure,  are  yours  every  month 
for  a  whole  year  at  $3.50,  postage  included! 

ONE  IDEA,  remember,  might  be  worth  $350  or  $3500  or  $35,000 

who  knows?  Your  little  monthly  journey  through  those  vivacious 
volumes  would  prove  a  positive  mental  tonic,  a  prod  to  your 

cosmic  generator:  Result BING!  you'd  hit  the  bull's  eye  of 

bigger  results  every  time  ! 

And say ! 

Just  to  hand  you  a  bit  of  a  bribe  right  on  the  face  of  it,  I'll  do 
THIS:  If  you'll  reach  right  over,  grab  the  pen  and  make  that 
check  for  $3.50  payable  to  right  now 

I'LL  PUT  YOU  DOWN  FOR  THIRTEEN 

MONTHS  INSTEAD  OF  TWELVE! 

i 
I 

Whopping  big  dividends  on  this  little  ole  three  and  a  half 

you'll  gladly  acknowledge  THAT  before  a  year  rolls  round! 

Takes  just  a  minute  to  fix  the  whole  thing THIS  MINUTE  will  do, 

Sir!  This  minute  will  do! 

Yours  truly, 

? 

""""'"""""" " ;"'" mimiminn i iimiiniuii mi,,,;,, ,i„„„, ,„,„„„, ,„„  ■„„ niiiiiiiilu'miiiiiiiiu „„,„„„„„ ,„„, ,, „„,,,„ , iiiiiuiimiiiuiimiimimiii iiiiiiuiuuiiiiinii mil I ' «"»' limn" imiiiiuiiiiinii I iiuimui "' liiiiHiiuniiniilS 


.11 ■ ii  liiiitiiiiii  i. urn  nririiNiM  iiiIiiiiiiii:i:i;i. 


Dear  Friend: 


11 


STOP!  Stop  and  read  this  letter — no  matter  how  busy  you  are. 
You  may  be  deeply  grateful  that  you  DID  ! 

WE'VE  PUBLISHED  A  BOOK  THAT  MEANS  WORLDS  TO  YOU! 

Every  man,  every  woman  should  read  it no  matter  what  his  or 

her  work  in  life  may  be.   This  wonderful  book  shows  you  how  to 
BE  more,  HAVE  more  and  DO  more!   It  is  rich  with  priceless 
information,  valuable  advice,  great  surprises,  astonishing 
truths  ! 

IT  IS  THE  BOOK  YOU  SHOULD  READ  RIGHT  AWAY! 

It  means  A  New  Lease  on  Life  for  you  in  many,  many  ways. 
It  will  smooth  your  pathway  from  the  first  day  you  read  it. 

It  tells  the  GREAT,  Helpful  Things  that  books  rarely  tell. 
It's  a  Revelation.   A  book  of  a  thousand  wonders. 

It  brings  you  Health  and  Happiness  in  ways  without  end!  It's 
for  the  man  or  woman  who  has  groped  in  the  Darkness  of  Uncer- 
tainty, who  "asks  and  is  not  answered."   It's  for  the  man  or 

woman  who  has  wondered,  wished  and  waited who  has  longed  for 

Success  and  Perfect  Health  and  Contentment. 

This  book  is  making  NEW  BEINGS  every  day!   It  comes  into  your 
life  like  The  Dawn  of  a  New  Day.   It  bears  strange  and  won- 
derful tidings things  you  never  dreamed  of.   It  is  a  flood  of 

clear  sunlight  that  dispels  the  darkness  and  Builds  New  Cour- 
age and  Fresh  Hope  from  the  hour  you  read  it. 

Yes  !  Yes  !   This  book  will  mean  more  to  you  than  any  book  you 
ever  read,  or  DREAMED  of  reading!  Although  its  price  is  $2, 
we  are  sure  that  after  you  have  read  it  you  would  not  take 
$1,000  for  it ! 

It's  a  book  one  wants  to  hug  to  oneself  and  take  where  one  can 
read  it  alone.  A  book  you  read  far  into  the  night,  even  until 
the  hours  of  earliest  morning ! 

YOU  ARE  FASCINATED,  THRILLED,  SURPRISED  AND  OVERJOYED! 
Its  revelations,  its  discoveries,  its  helpful,  practical  NEW 
TRUTHS  about  you,  your  life,  health,  happiness,  fortune  and 

future these  make  you  want  to  read  on  and  on!   You  cannot 

get  enough  of  it !  You  feed  on  its  dazzling  pages.  It  floods 
your  very  soul  with  Higher  Purpose  and  Greater  Resolve ! 

This  unusual,  startling  work  was  written  by  a  New  Hampshire 

man,  ,  who  has  made  New  and  Great  Discoveries  that 

will  PUT  YOU  ON  THE  THRESHOLD  OF  A  BROADER  LIFE. 


MUlUllIlltllirHiiIiiiu:  I  BBWBHIBHIII  ItnUMniUUIIIII  mHUHIItlllinillHIIIUIIMUUIIHIIIHIIHUIIIHnHMUWHHIIIIJtlltltUniinHIH    ' 


..  iiitiinuiuunuiiij 


12  ! 


Sheet  2. 

Listen!  Read  what  ELBERT  HUBBARD,  one  of  the  best-known 
philosophers  of  the  time,  says  of  this  book: 

"I  HAVE  REQUESTED  THAT 'S  BOOK  BE  REGISTERED 

AND  CATALOGUED  IN  OUR  ROYCROFT  LIBRARY.   IT  IS  INTENSELY 
INTERESTING  AND  CONTAINS  MANY  WONDERFUL  THOUGHTS  AND 
SUGGESTIONS." 

The  well  known  REVEREND  LUCIEN  J.  HARPER  writes: 

■I  HAVE  READ  THIS  BOOK  WITH  WONDER  AND  RE-READ  IT  WITH 
INCREASED  AMAZEMENT.   I  CONSIDER  IT  UNIQUE  IN  LITERATURE. 
I  REGARD  IT  AND  ITS  AUTHOR  AS  HOLDING  A  PLACE  PREVIOUSLY 

UNOCCUPIED A  PLACE  RESERVED  FOR  THEM,  PERHAPS,  SINCE 

THE  WORLD'S  BEGINNING.   IT  IS  A  GREAT  HONOR  TO  HAVE  GIVEN 

HUMANITY  THIS  PRICELESS  GIFT THIS  DEFINITE  KNOWLEDGE  OF 

WHAT  WAS  PREVIOUSLY  CONSIDERED  UNKNOWABLE.   I  HOPE  EVERY 
THINKING  MAN  AND  WOMAN  MAY  READ  THIS  BOOK,  AND  SOON." 

This  is  what  PROFESSOR  F.  H.  BAILEY,  the  eminent  scholar, 
author  and  lecturer,  says: 

"I  WANT  TO  THANK  YOU  FOR  THE  PRIVILEGE  OF  PERUSING  THE 

MANUSCRIPT  OF  MR.  'S  BOOK,  WHICH  MARKS  THE  TURNING 

POINT  OF  THE  WORLD'S  PROGRESS.   THE  EVIDENCE,  PROOFS  AND 
TESTS  GIVEN  IN  THIS  VOLUME  CONSTITUTE  THE  MOST  REMARKABLE 
PRESENTATION  OF  FACTS  THAT  HAVE  BEEN  RECORDED,  TO  THE  BEST 
OF  MY  KNOWLEDGE. ■ 

We  enclose  you  an  order  blank.  Fill  it  out,  writing  your  name 
and  address  very  plainly,  so  that  there  may  be  no  mistake. 
Then  pin  a  two  dollar  bill  to  the  order  blank  and  send  it  to 
us  in  the  enclosed  self-addressed  envelope. 

We  know  you  will  be  overjoyed  with  the  contents  of  this  won- 
derful volume.   In  your  Deep  Gratitude  and  Profound  Happiness 
you  will  want  to  lend  it  to  all  your  FRIENDS.   In  your  Bound- 
less Enthusisam  you  will  want  them  to  enjoy  the  many  good 
things  you've  discovered! 

SEND  YOUR  $2  FOR  THIS  BOOK  TODAY!   It  is  beautifully  silk 
bound,  gold-leaf  lettered,  232  pages,  illustrated,  mailed 

postage  prepaid  for  this  amount.   DON'T  WAIT use  pencil  in 

filling  out  order  blank  if  pen  and  ink  are  not  handy. 
YOU  WILL  ALWAYS  HAVE  CAUSE  TO  BE  GLAD  YOU  TOOK  THIS  STEP. 
Remember,  on  the  Great  Clock  of  Time  there's  but  ONE  word: 
"NOW!" 

Yours  sincerely, 


13 


Dear  Mr. 


I  don't  know  whether  you'll  believe  me. 

I  hope  you  will. 

Of  course  if  you  won't,  you  won't. 

It's  just  a  simple  little  question  of  FAITH. 

It  concerns  a  Book. 
And  it  concerns  $3. 
I've  the  Book. 
You've  the  $3. 

You  can  believe  me  or  not — but  nowhere  in  all  this  world  is  there  a  Book  that  will  do 
for  you  what  THIS  book  will!  And  RIGHT  NOW,  for  a  thousand  reasons,  for  your  sake,  for 
the  sake  of  those  you  love,  for  the  sake  of  your  present  prospects,  for  the  sake  of 
your  entire  future,  for  the  sake  of  your  health,  happiness,  peace  of  mind,  pride, 
principle  and  YOUR  WHOLE  LIFE'S  AMBITION,  you  should  get  hold  of  this  book  at  the  earliest 
possible  moment,  and  BURN  INTO  YOUR  BRAIN,  INTO  YOUR  VERY  BEING,  EVERY  THOUGHT  IT 
CONTAINS 


This  Book  is  called  " ." 

It  was  written  by ,  Ph.D.,  M.S. 

In  its  600  pages  are  the  Four  Courses  that  mean  so  much  to  You: 

1.  The  Factors  of  Personal  Power  in  Business;  Groundwork  Analysis  of  Great  Executive 

Ability. 

2.  Economic  Laws  and  Business  Axioms;  202  Natural  Principles  Basing  All  Success- 

ful Business. 

3.  The  Psychology  of  Business;  Skill  and  Strategy  of  Turning  Brain  Power  into 

Bank  Balance. 

4.  Business  in  Fact;  the  Ways  by  which  Any  Man  can  Advance  Himself  to  Phenomenal 

Success. 

This  Book  will  grasp  you  by  the  Hand,  look  you  in  the  eye,  and  start  right  off  to  tell  you, 
in  plain,  simple  language,  EXACTLY  WHAT  WILL  BRING  YOU  THE  THINGS  YOU  WANT  IN  THIS  LIFE! 

I  don't  know  how  big  you  are. 

I  don't  know  how  big  you  could  be. 

I  don't  know  how  big  you  mean  to  be. 

EUT  THIS  BOOK  HAS  SOMETHING  VITAL  TO  DO  WITH  IT  ALL  RIGHT  NOW! 

It  will  do  something  for  you  that  your  most  intimate  friend  CANNOT. 

It  can  and  will  point  out  to  you  JUST  WHERE  you  may  be  lacking  in  your  business  make-up. 
It  will  tell  you  all  of  these  things  Clearly  and  Truthfully,  because  it  is  Frank  and 
Forceful  and  Unafraid. 

IT  WILL  MAKE  A  BETTER,  BIGGER,  BROADER,  BOLDER,  BRAINIER  BUSINESS  MAN  OF  YOU  WITHIN 
FORTY-EIGHT  HOURS  AFTER  YOU'VE  READ  IT! 

Don't  resent  my  saying  this.  We  can  all  LEARN.  We  realize  that  "the  recipe  for  perpetual 
ignorance  is  to  be  satisfied  with  our  own  opinions  and  content  with  our  own  knowledge." 

This  Book  will  surprise  you  in  a  thousand  ways  by  explaining  things  you  may  have 
noticed  in  other  successful  business  men — in  their  methods — things  you  may  have  often 
pondered  over. 

It  will  lay  bare  before  you  all  the  Deep,  Decisive  T-R-U-T-H-S  you  must  Firmly  Grasp  and 
Forever  Make  a  Part  of  Your  Business  Self,  in  order  to  Do,  to  Dare,  to  Dominate! 

You  must  get  this  Book. 

You  should  get  it  Right  Away. 

The  price  is  $3,  as  I've  said.  An  order  blank  is  enclosed.  Of  course  I  want  to  send  it 

to  you;  of  course  I  want  your  check  with  the  order — BUT  I'M  DOWNRIGHT  POSITIVE  YOU'LL  BE 

FOREVER  GLAD  YOU  PARTED  WITH  THE  AMOUNT  AND  BOUGHT  THE  BOOK! 

You've  wasted  many,  many  times  S3  on  many,  many  a  thing  in  your  business  life  that  BROUGHT 
YOU  NOT  A  MILLIONTH  PART  OF  THE  BENEFIT  THIS  BOOK  WILL . 

That's  all  I've  got  to  say. 
It's  up  to  you,  Mr.  . 

Yours  sincerely, 


KimtniMUimiiHiii 


.-...-  I  ■  ■  ■  ■ 

14  ! 


1  HAS  MADE  MANY  A  SIT-STILLER  A  GO-GETTER  I" 


Dear  Mr. 


You  haven't  answered  my  letter  about  the  book  ■• 


Maybe  you've  been  busy;  maybe  undecided;  maybe  disinterested; 
maybe  it's  the  price but  I  think  not. 

Whatever  kept  you  from  sending  immediately  for  this  Vital 
Volume,  let  me  say  THIS:  Every  day  you  miss  reading  it,  you're 
missing  many  Real  Triumphs  in  Business Golden  Ideas,  Rich  Op- 
portunities, Cashable  Methods,  Profitable  Suggestions,  Clean- 
Cut  SOLUTIONS  of  Problems  constantly  confronting  ycu ;  things  you 
NEED  in  your  business  battle;  things  you've  missed,  lacked, 
looked  and  longed  for  ! 

Now,  to  be  AWFULLY  frank,  it  won't  make  a  GREAT  deal  of  differ- 
ence to  me  if  you  lose  this  chance  of  reading  " " 

BUT  IT  WILL  TO  YOU IT  WILL  TO  YOU!! 

"0,  yes,"  you  say,  "he  just  wants  to  sell  me  his  book  and  get 
my  $3."  Of  COURSE  I  want  to  sell  it,  and  of  COURSE  I  want  your 

$3, — 

BUT 

What  now-a-day  man  of  Flesh  and  Blood,  Ambition  and  Ability  will 
let  a  THREE-DOLLAR  DOUBT  cheat  him  cut  of  a  Big  Bundle  of  Brainy 
New  Ideas? 

WHY,  IMPROBABLE  A3  IT  MAY  SOUND,  I'M  DOING  MORE  YOR  YOU,  BY 
SENDING  YOU  THIS  BOOK,  THAN  A  M<\N  WHO'D  HAND  YOU  $5,000  CASH 
TODAY,  EVEN  IF  I  MADE  YOU  PAY  $300  FOR  THE  BOOK  INSTEAD  OF  $3. 

In  " "  there  are  Rockef eller-Morgan-Carnegie- 

Hill-Astor  secrets  of  TURNING  THE  TIDE  OF  THINGS  IN  YOUR  FAVOR, 

AND  TURNING  THEM  NOW,  NOW,  NOW! 

Not  five,  ten  or  fifteen  years  from  now,  but  TODAY-A.  D.  1913! 

LAUGH  at  the  man  who  tells  you  that  Laurels  and  Lucre  are  LUCK! 
That's  the  Sob  of  the  SEAT-WARMER,  the  Howl  of  the  HAS-BEEN,  the 
CRY  of  the  CRAW-FISH  ! 

LISTEN!  There  really  IS  a  well-defined  system,  whereby  OTHER 
men  ROSE  HIGHER,  and  YOU  can! 

AND  " "  TELLS  IT  TO  YOU  SO  CLEARLY,  CONCISELY, 

CONVINCINGLY,  THAT  A  TWELVE- YEAR- OLD  WOULD  BE  QUICK  TO  GRASP 
IT  ALL ! 

It  is  the  MAP  with  which  you  can  deliberately,  definitely,  de- 


■ 


15 


Sheet  2. 

cidedly  LAY  YOUR  PLANS  and  CHART  YOUR  COURSE  for  broader  activ- 
ities and  bigger  rewards. 

It  contains  the  SUCCESS-SEEDS  for  New  Undertakings  that  will 
make  you  Rich  and  Independent. 

Grover  Cleveland  said:   "Opportunity  and  accomplishment  are  two 
very  distant  relations."   SEEING  the  chance  and  SEIZING  it  are 
different  matters. 


is  a  Miracle-Book  that  Builds  New  Backbone  ! 


It  generates  New  Grit,  Ginger,  Get-Up,  Gumption! 
It  CREATES  BROADER  PRODUCTIVENESS  in  your  business  make-up. 
It  opens  hundreds  of  New  Avenues  of  ACCOMPLISHMENT it  Ex- 
plains, it  Reveals,  it  Rouses,  like  some  powerful,  potent  tonic 
that  Redoubles  your  Energies,  and  gives  you  PLUCK,  PURPOSE, 
POISE  and  POWER  ! 

All  this  may  sound  like  exaggeration  or  extravagant  promise, 
but  the  book  is  here  to  prove  any  claims  of  what  it  will  do  for 
you,  Mr.  . 

ONE  THING  IS  SURE if  you  send  for  it  immediately;  if  you  get 

this  $3  remittance  for  " "  in  tonight's  mail;  if 

you  believe  that ,  its  author,  is  a  man  whom  you 

would  gladly  sit  and  listen  to  from  a  public  platform  by  the 
hour,  deeply  grateful  to  him  for  Every  Word  He  Utters,  drinking 

in  his  Startling,  Simple  Solutions  of  the  Unexplained THEN 

I  GUARANTEE  YOU  WILL  ALWAYS  CONSIDER  THIS  THE  VERY  BEST  $3 
INVESTMENT  YOU  EVER  MADE  IN  YOUR  LIFE. 

Sincerely  yours, 


"""nimmmncnmmimii,!,,,,,,,,,.,,,,,,,,,,,,,,,,,,,,,,,^!,,,,,,,,  mTmiiiiiiNimiiimiiniiunitKimunicimiiiiiiuiimiiiiiimiiiiiiiii:-  mnnMnMMMI Una  I  Mammal 


;MMitjlJ!lJllllitl<iinitlill!llilii:nutMi:M  i L i vu i ■»!  1 . . r rjf < r HJ i riinmililttlllimiill]! 


16 


"THE  RECIPE  FOR  PERPETUAL  IGNORANCE  IS  TO  BE  SATISFIED 
WITH  OUR  CONCLUSIONS  AND  CONTENT  WITH  OUR  KNOWLEDGE." 


My  Dear  Sir: 


If  you  thought  a  book  called  " "  would  immediately  contribute  to 

the  success  of  your  present  work,  would  increase  your  efficiency,  would  add  95  per  cent  to 
your  curative  accomplishments,  would  broaden  your  ability  to  benefit  suffering  mankind, 
WOULD  YOU  BE  INTERESTED? 

If  you  thought  that  " "  proved  the  fallacy  of  time-worn  theories 

in  Manual  Therapy,  and  prescribed  a  new,  real  and  rational  road  to  relief,  a  more 
enlightened  method,  a  REVELATION  in  the  diagnosis  and  treatment  of  disease,  that  would 
bring  to  you  the  eternal  gratitude  of  every  patient,  WOULD  YOU  REALLY  LIKE  TO  READ  THE  BOOK? 

I  wrote  the  book,  but  whether  written  by  me  or  the  greatest  living  authority  on  the 

subject,  " "  is  none  the  less  a  wonder-work  and  none  the  less 

invaluable  to  you  RIGHT  NOW,  in  that  it  CORRECTLY  EXPLAINS  AND  ILLUSTRATES  EVERY  MOVEMENT 
REQUIRED  IN  REMOVING  MORBID  WASTE  MATTER  FROM  THE  ALIMENTARY  TRACT,  AND  TO  REMOVE  PAIN 
OR  SORENESS  IN  CONTRACTED  MUSCLES  AND  INTERNAL  ORGANS:  EMBODYING,  CLEARLY  AND  COMPRE- 
HENSIVELY, ALL  CURATIVE  APPLICATIONS  NECESSARY  IN  THE  TREATMENT  OF  THE  HUMAN  EODY. 

Be  a  Force  in  Your  Field,  Brush  Aside  Prejudice,  Taboo  Tradition,  STAND  FOR  ENLIGHTENMENT, 
FOR  TRUTH!  Every  practitioner  of  progressive  ideas,  poise  and  power,  finds  in  the  book, 

» "  THE  THING  HE  LONG  SOUGHT— AN  INFALLIBLE  HELP  IN  HEALING  THE 

SICK! 

You  want  this  book — it  will  do  for  you  what  no  other  Book  has  ever  done!  The  Author  has 
exploded  a  bomb-shell  under  a  world  of  weak,  worn-out,  wishy-washy  THEORIES,  which  he  has 
SHATTERED  AGAINST  THE  SOLID  ROCK  OF  POSITIVE  KNOWLEDGE!  He  PROVES  THINGS  in  Every 
Paragraph  and  Every  Paragraph  is  Profitable,  Priceless  Reading  for  YOU! 

"  tells  you  how,  through  MILD,  SANE,  SIMPLE  AND  INTELLIGENT 


MANIPULATION  OF  THE  SPINE,  YOU  CAN  CORRECTLY  DIAGNOSE  ANY  AILMENT,  WITHOUT  A  SINGLE 
QUESTION  BEING  ASKED  OF  THE  PATIENT,  THE  OPERATOR  IS  ENABLED  TO  LOCATE  THE  SEAT  OF  TROUBLE 
AND  DESCRIBE  EVERY  SYMPTOM  THAT  HAS  APPEARED.   This  Work  gives  the  fullest  instructions 
for  administering  Manual -Therapy,  Hydro-Therapy  and  Psycho-Therapy  for  all  known 
diseases. 

MARK  THIS:  After  you  have  read  " "  you  need  no  longer  rely  upon 

the  Patient's  verbal  statements  for  the  Foundation  of  Your  Findings;  YOU  HAVE  IT  WITHIN 
YOUR  POWER,  YOUR  OWN  KNOWLEDGE,  TO  GET  AT  THE  TRUTHFUL  CONDITION  AND  UNDERLYING  CAUSES 
ON  YOUR  OWN  ACCOUNT! 

" "  will  eventually  be  found  in  the  Library  of  every  Reputable, 

Wide-awake  Physician  and  Healer;  its  friends  and  adherents  are  multiplying  with  each  new 
day;  its  Power,  its  Truths,  its  Triumphant  Teachings  are  passing  from  Lip  to  Lip. 

It  Places  in  Your  Hands  the  Real  Key  to  Successful  Diagnosis  and  Wonderful  Results;  Its 
Power  lies  in  the  Astonishing  Simplicity  with  which  it  expounds  a  Most  Complicated 
Subject. 

The  price  is  $5;  contains  250  pages,  profusely  illustrated,  cloth  bound,  stamped  in 
gold;  sent  postpaid  upon  receipt  of  postoffice  or  express  money-order,  certified  check  or 
currency. 

Who  knows — " "  may  prove  the  Turning  Point  toward  a  Higher  Sphere 

of  Usefulness  to  Your  Fellow  Man;  and  from  the  Standpoint  of  Monetary  Reward,  its 
Possibilities  FOR  YOU,  RIGHT  NOW,  TODAY,  ARE  ENDLESS! 

As  each  copy  of  this  book  is  sold  upon  a  MONEY-BACK  ASSURANCE;  AND  IN  SENDING  FOR  IT  YOU 
ARE  TAKING  NO  RISK  WHATEVER,  HADN'T  YOU  BETTER  GET  YOUR  ORDER  OFF  IN  TO-NIGHT'S  MAIL? 

Fraternally  yours, 


17 


PRESIDENT'S  OFFICE. 

My  dear  Mrs.  

I  decided  to  write  you  personally  today  because  I  have  been 
wondering  whether  you  would  be  interested  in  a  newer  and 
better  method,  and  a  PERMANENT  one,  of  raising  money  for  your 
Aid  Society. 

Somehow,  I  am  sure  if  you  will  give  me  your  close  attention 
for  a  few  moments,  I  can  point  out  to  you  a  highly  practical 
plan  that  must  strongly  appeal  to  you  as  worthy  of  your 
immediate  consideration. 

And  I  think,  too,  that  it  is  sure  to  meet  with  the  warm 
approval  of  your  sister  members. 

It  is  just  a  happy  little  idea  of  my  own,  and  I  shall  be  ever  so 
glad  if  it  proves  extremely  useful  to  you,  as  well  as  contribut- 
ing materially  to  the  future  advancement  of  your  organization's 
work,  solving  many  of  its  big  and  little  problems  of  finance. 

Recently  I  have  added  to  my  compilations  a  book  called 

.   My  friends  seem  unusually  enthusiastic  over  it 

and  have  been  kind  enough  to  say  it  is  the  purest,  sweetest 
and  most  helpful  of  the  collection. 

Really,  I  believe  if  YOU  looked  into  you  would 

find  it  possesses  a  rare,  unutterable  charm  as  a  book  for 
sympathetic,  serious  or  sad  occasions  in  the  heart  of  the 
family.   Its  pages  breathe  a  beautiful,  holy,  soothing 
sentiment,  a  gentle  consolation.   It  is  warm  with  heart- 
throbs and  welcome,  new  Hope. 

Indeed,  I  should  like  to  have  you  read  it,  and  have  asked  that 
it  be  mailed  you  tonight. 

May  I  hope  that  you  will  accept  it  with  my  compliments? 

After  reading  ,  I  venture  to  say  you  will  be  quite 

eager  to  have  the  other  ladies  of  your  society  enjoy  it. 

My  little  plan  for  helping  your  organization  in  connection 
with  the  book  is  this:  For  the  first  fifty  copies  sold  by 
your  society  we  should  be  glad  to  allow  you  $7.50.  If  you 
distributed  one  hundred  copies,  we  would  pay  your  society 


;llIllll.illilllll!ilinilUl:ltlJlliililllllllllllll!ll!!ll!l[flIK 


18 


Sheet  2 

$17.50,  and  so  on.   You  will  find a  self-selling 

book  once  you  have  introduced  it.   The  increases  to  your 
Society  fund  will  be  big  and  gratifying. 

I  say  this  because  we  have  found  the  book  endears  itself  even 
to  the  most  casual  reader.  Everybody  in  your  town  and  vicin- 
ity will  want  a  copy! 

Outwardly  the  book  is  very  attractive;  it  is  artistically 
printed,  and  the  price,  Fifty  Cents,  makes  it  so  very  easy 
to  sell  to  every  household. 

Don't  you  think  the  ladies  of  your  Society  would  enthusias- 
tically join  you  in  this  splendid  little  plan? 

Can  you  think  of  any  more  dignified  and  mutually  helpful  way 
of  adding  to  the  funds  of  your  organization? 

Could  you  imagine  any  more  WORTHY  source  of  revenue  than 
putting  these  Wholesome,  Chaste,  Cheery  Little  Volumes  into 
the  homes  of  your  community? 

Now,  my  idea  is  to  offer  this  privilege  exclusively  to  Your 
Society,  so  that  nobody  else  in  your  city  would  have  the  sale 
of  9    except  possibly  some  local  book-seller. 

And  to  add  to  the  possibilities  in  this  undertaking  for  you — 
there  are  Nine  Other  Beautiful  Compilations  of  the 


Series  equally  attractive  as  family  books.   (See  enclosed 
circular.)   Our  offer  would  extend  to  the  entire  series.   You 
would  find  a  large  number  of  individuals  and  families  eager  to 
possess  the  whole  set. 

I  feel  safe  in  saying  you  would  be  agreeably  surprised  with 
the  success  of  your  Society  in  adding  hundreds  of  dollars  to 
its  treasury  through  the  sale  of  these  books. 

After  you  have  read  and  conferred  with  the  others 

interested,  would  you  mind  writing  me  at  your  very  earliest 
convenience  just  what  you  have  decided  to  do?   In  view  of  our 
liberal  offer,  it  would  give  me  genuine  pleasure  to  learn  that 
you  are  as  enthusiastic  as  we  are  over  the  matter,  and  of 
your  hearty  willingness  to  co-operate  with  us  at  once. 

Awaiting  word  from  you  in  anticipation  of  a  mutually  profit- 
able arrangement,  I  am 

Very  sincerely  yours, 


;!imimi!iiiiiii!iit:i!fiMti!!  -in  jMitiiiKMiiiithiKmmtiiiimiiiniiiiiiiiitii 


19  ! 


GROVER  CLEVELAND  SAID:   "SEEING  THE  OPPORTUNITY  AND 
SEIZING  IT  ARE  TWO  VERY  DIFFERENT  MATTERS!" 


Dear  Mr. 


There  are  Two  kinds  of  people those  who  are  always  GETTING 

READY  to  Do  Something,  and  Those  who  GO  AHEAD  AND  DO  IT  ! 
YOU  want  to  be  the  Man  who  goes  ahead  and  does  it  ! 
YOU  want  to  be  the  Man  who  said  to  himself,  "Opportunity  DOESN'T 
come  to  him  who  waits,  but  to  HIM  WHO  GOES  AFTER  IT!" 
YOU  want  to  be  numbered  among  the  world's  Live,  Energetic,  Re- 
sourceful, Successful  who  DID  things  instead  of  DREAMED  them! 

Right  now  the  Business  College  can  THOROUGHLY  EQUIP 

you  with  the  KNOW-HOW  that  will  Carry  You  Forward,  Surely  and 
Swiftly; 

Right  now  the  Business  College  can  give  you  that  Bet- 
ter, Broader  Training  that  leads  straight  to  A  Big  Salary  and  a 
Responsible  Position; 

Right  now  the  "College  With  A  Record  of  Promises  Fulfilled"  can 
make  you  a  FAILURE-PROOF  MAN,  SURER  OF  HIMSELF,  FIRM  IN  HIS 
KNOWLEDGE  OF  WHAT  HE  CAN  DO  AND  ABSOLUTELY  CERTAIN  OF  SUCCESS, 
A  MAN  OF  PURPOSE,  POISE  AND  POWER! 

The  reason  this  School  has  turned  out  so  many  Successful  Young 
Men  and  Women  is  that  it  is  MORE  than  a  mere  "Business  Col- 
lege."  WE  TEACH  BUSINESS  CONDUCT  AS  WELL  AS  THE  CONDUCT  OF 
BUSINESS!   Business  Principle  as  well  as  Business  Principles! 
These  things  are  as  Deeply  Important  to  the  Student  as  the  Tech- 
nical Knowledge  we  instill YOU  CAN  NEVER  GO  WRONG  IN  BUSINESS 

WITH  THE  RIGHT  BUSINESS  STANDARDS  ! 

To  be  Trained  is  to  be  NECESSARY.   To  be  Untrained  is  to  be 
Unnecessary.   MAKE  THE  WORLD  NEED  YOU  AND  YOU'LL  NEVER  NEED  THE 

WORLD!   Come  to  and  Capitalize  Your  Intelligence  at 

the  Highest  Possible  Value  ;  the  Training  will  pay  you  Big  Divi- 
dends all  your  life  ! 

Business  College  is  the  Haven  of  HIGH-EFFICIENCY 

EMPLOYEES  to  which  hundreds  of  Employers  turn  when  they've  A  Job 

Worth  While  for  A  Man  Worth  While,  so  when  you  come  to  

you'll  have  a  chance  to  SEIZE  the  Opportunity  after  Preparing 

for  it  !  Your  Training  is  the  Passport  that  Opens  the 

Door  of  Every  Business  Office  where  High-Efficiency  Help  is  in 
Demand  ! 

I  want  to  know  you  and  want  you  to  know  me.   I  want  to  know  your 
Hopes  and  Ambitions.   When  you  get  this  letter,  whether  you 

intend  to  come  to  or  not,  I  want  you  to  sit  right  down 

and  write  me  fully  about  your  Plans  and  Prospects,  just  as 
though  you  were  talking  to  your  own  Father.   I  feel  that  you 
will  never  be  sorry  you  did.   That  letter  you  write  me  might 

change  the  course  of  your  whole  life who  knows? 

Why  not  write  today?  Today's  better  than  Tomorrow;  Today 
always  IS ! 

Sincerely  yours, 


i:.m  .,,.  .'  .     ■■  ■:.■  ■::  , 


20 
TREASURER'S  OFFICE. 

My  dear  Doctor: 

Will  you  kindly  fill  out  and  send  to  me  personally,  the  enclosed 

mailing  card,  after  selecting  the  style  of  Self-Filling 

Fountain  Pen  you  like? 

You  are  making  no  purchase  and  in  no  way  obligating  yourself. 
You  are  simply  invited  by  me  just  to  TRY  this  Paragon  of  Perfec- 
tion in  Fountain  Pens. 
I  am  anxious  to  have  you  do  so  whether  you  need  a  pen  or  not. 

If  it  isn't  positively  the  most  Satisfactory,  Convenient, 
Cleanly,  and  Constantly  Ready-To-Write  fountain  you  ever  used, 
you  can  return  it  without  comment. 

If  after  ten  days'  use,  it  endears  itself  to  you,  I  shall  be 
glad  indeed  to  have  you  keep  it ,  deducting  a  discount  of  25% 
from  the  enclosed  illustrated  list,  and  remitting  the  low  net 
price. 

I  repeat  that  in  mailing  this  card  today,  you  are  making  no  pur- 
chase and  in  no  way  obligating  yourself.   I  am  quite  sanguine, 
however,  that  you  will  not  be  willing  to  part  with  this  extraordi- 
nary fountain  pen  after  you  have  tried  it.  Of  all  those  you  have 

seen  advertised,  or  tried,  the is  positively  the  Last 

Word  in  Successful  Fountain  Pens. 

IT  IS  REALLY  CURED  OF  ALL  THE  BAD  HABITS  OF  OTHER  KINDS. 
It  writes  the  Moment  It  Touches  The  Paper — no  downward  jerk  or 
get-ready  motion  is  necessary. 

It  is  Tamper-proof,  Trouble-proof,  Temper-proof. 
No  other  self-filling  pen  can  be  Filled  or  cleaned  with  the  per- 
fect ease,  swiftness,  and  safety  from  ink-soiled  fingers,  desk 
or  clothes. 

CLEANING  the  simply  consists  of  the  same  instantaneous 

operation  as  filling,  only  you  use  WATER. 

I  feel,  Doctor,  that  one  of  these  pens  will  be  a  source  of 
constant  genuine  satisfaction  to  you,  and  would  ask  that  in 
flilng  out  this  card  you  state  whether  you  prefer  a  fine,  medium 
or  coarse  pen-point.  After  you  find  it  an  absolute  Innovation  in 
Non-Troublesome  Fountains  Pens,  I  am  going  to  ask  you  to  accept 
with  our  compliments,  in  addition  to  the  25%  discount,  a 
Clip-Clap  Pocket  Retainer  to  be  attached  to  the  pen,  which  is 
quite  a  useful  little  safety  device. 

So  very  many  members  of  the  Clergy  are  now  using  

because  of  its  Freedom  from  Fountain-pen  Faults,  that  I  am 
almost  positive  YOU  will  be  just  as  highly  gratified  and 
thoroughly  enthusiastic  after  a  few  day's  trial. 
May  I  hope,  Doctor,  that  you  will  make  a  selection  and  mail  us 
this  card  today? 

Sincerely  yours, 

Treasurer. 


21  ! 


WIT  KNOCKS  THE  SPOTS"  OUT  OF  ALL  OTHER 
CLEANERS,  AND  LIVENS  UP  SALES  IN  JIFFY-TIME ! 

Dear  Sir: 

Our  third  message  to  you  about — — ,  the  Spot-Chaser  that  is 

making  thousands  of  new  friends  daily  1 

You  ought  to  have  it  in  stock  RIGHT  THIS  MINUTE! 

It  is  the  SAFETY-FIRST  cleaner,  the  cleaner  of  today  and  to- 
morrow, because  it  is  NON-INFLAMMABLE,  NON-DESTRUCTIVE,  NON- 
TROUBLESOME,  NON-ACID. 

Besides  the  great  SAFETY  feature,  leaves  no  mark. 

Won't  injure  delicate  fabric.   Contains  no  acid.   No  disagree- 
able odor. 

In  fact,  fills  the  long-cherished  dream  of  everybody 

for  a  perfect  cleaner  that  has  no  PERILS  OR  P-E-N-A-L-T-I-E-S 
attached  to  its  use  I 

You  can  sell  lots  of  !   It  will  prove  the  most  popular 

25c"  article  in  stock.   Its  Great  Superiority  over  OTHER  clean- 
ers will  get  around  your  neighborhood  like  magic.  Every 
delighted  user  will  spread  the  good  news.  You  can't  keep  satis- 
fied people  from  TALKING. 

IS  A  BUSINESS-GETTER;  IT'S 


GOOD  FOR  YOUR  BALANCE  OVER  AT  THE  BANK! 

Whatever  has  delayed  you,  make  up  your  mind  to  send  in  that 
order  before  the  close  of  business  today.   No  far- 
sighted  dealer  neglects  an  opportunity  to  spring  something  on 
his  trade  that  will  prove  a  revelation  and  a  glad  surprise. 

This  is  what  will  do  exactly.   So  you  want  it  in  stock, 

and  you  want  it  right  away. 

Our  generous  offer  still  stands:  On  3-dozen  trial  order,  $2 
dozen,  you  get  50  samples,  3  full  size  packages  for  demonstrat- 
ing, fine  cut-out  for  your  window,  and  we  pay  freight. 

Turn  right  around  N-O-W  and  fill  in  that  order  blank. 
IT'S  A  TURN  FOR  THE  BETTER. 

Yours  for  More  Profits, 


IMnwiltHimtlllllltllllllfi(i:i>:i>(ii!itiii>i!ii ::iii'iui:iti irirniiiniU'ii  ;■: hi:iiiii:iiiiu;i  iniMiiiri.rrirL.iiirjiiii.KMirsn'i-pniiMris'iii!.  ,::  .:■■  .-.\  \:\  rmniM-iu: mi-mum iiiiiiiiiii<iii!;ii[i:<iiE[]iNi!irti!i-iiiiiiiiiniiii>ili'>ivii'  urmn iMiiiniiiiiiiitiiiiiiiiiiKiiliilitiin iriii'iviniriiiMliuiliiiinn  I'fntiilimiiMiNrimtllfmiimimiMiMHIIlfi 


22 


YOU'RE  MISSING  SOMETHING  GREAT! 
SOMETHING  YOUR  TRADE  DOESN'T  WANT  TO  MISS! 


Dear  Sir: 


You  haven't  answered  our  letter! 

It's  just  like  spiting  your  pocketbook! 

Here's  new  profit  staring  you  right  in  the  face! 

RIGHT  NOW  THE  PEOPLE  WHO  PATRONIZE  YOU  WANT  THE  SWIFT-SELLING 

CLEANER,  ! 

They've  been  waiting,  wishing,  watching  for  it. 
They  want  something  non-inflammable.   They  want  something  quick 
and  sure.  They  want  something  odorless.  They  want  something 
that  won't  destroy  fabric. 

meets  all  these  demands ! 


It  makes  every  user  glad  he  found  it  ! 

It  fulfills  our  every  claim! 

We  give  you  a  big  sample  supply  so  you  can  PROVE  IT  ! 

A  man  or  woman  would  much  rather  buy  a  250  bottle  of  — 

than  pay  a  cleaner  one  or  two  dollars  for  taking  the  spots  out 

of  a  garment.  Once  you  show  them  what  will  really  do, 

they're  not  only  pleased,  but  GENUINELY  GRATEFUL  TO  YOU. 

DEALERS  EVERYWHERE  ARE  ACCEPTING 
OUR  LIBERAL  PROPOSITION WHY  NOT  YOU? 

With  a  3-dozen  trial  order,  at  $2  per  dozen,  we  include 

50  sample  packages,  3  full-size  packages  for  clerks  in  demon- 
strating, an  elegant  cut-out  for  your  window  ,and  we  also 
prepay  the  freight. 

Don't  turn  your  back  upon  "A  LIVE  NUMBER  !M 

proves  a  magic  friend-maker  for  your  store.   People 

who  buy  it  feel  they've  made  a  genuine  "discovery."   They're 
supremely  tickled!   They  tell  all  their  friends.   This  first 
three  dozen  would  go  quickly!  Your  re-order  would  be  in  mighty 
soon. 

rour  trade  will  warmly  welcome ! 

>on't  delay  another  minute! 

Fill  in  the  order  blank.   Mail  it  the  next  thing  you  do! 
NOTHING'S  more  important  than  pleasing  your  customers.   The 

minute  enters  your  store  you've  a  drawing  attraction 

that  not  only  sells  itself,  but  sells  OTHER  things! 

DON'T  PASS  UP  THIS  LIBERAL  PROPOSITION!  OTHER  DEALERS  ARE 
PROMPTLY  ACCEPTING  !   GIVE  IT  YOUR  IMMEDIATE  ATTENTION. 

ours  for  Brisk  Sales, 


■ 

23  I 


A  LIGHTNING  SELLER! 
A  LIVE,  LIBERAL  OFFER! 


Dear  Sir: 


You  CAN'T  AFFORD  to  overlook  this  article! 
You  CAN'T  AFFORD  to  overlook  this  offer! 

Every  woman  wants  a  bottle  of .   So  does  every  man. 

Every  customer  of  yours  right  now  can  be  made  a  REGULAR 

CUSTOMER. 

THAT  MEANS  NEW  AND  REGULAR  PROFITS  FOR  YOU! 

is  such  a  positive  S-E-N-S-A-T-I-O-N  as  a  SPOT  remover. 


It  immediately  becomes  your  best  regular  seller,  the  moment 
your  trade  knows  what  it  will  do.  Every  user  is  delighted 

beyond  words  at  the  work  of  this  perfect  cleaner.   

pleases  because  it  has  none  of  the  bad  habits  of  other  cleaners. 

It  leaves  no  mark ! 

it  doesn't  injure  the  most  delicate  fabric! 

!t  contains  no  acid  ! 

it  has  no  disagreeable  odor! 
It  is  not  inflammable  ! 
It  is  economical,  effective,  ever-ready! 

L-I-S-T-E-N  !  ! 

le  have  for  you  THE  GREATEST  CLEANER,  on  the  most  attractive 
offer  ever  made  to  ycu.  Here  it  is,  subject  to  immediate  ac- 
ceptance by  live  dealers  on  the  lookout  for  Fast-Moving  Mer- 
chandise and  Quick  Profits. 

With  order  for  three  dozen ,  $2.00  per  dozen,  we  will 

include  50  sample  bottles,  3  full  size  bottles  for  clerks  in 

.emonstrating,  fine  cut-out  for  your  window,  also  prepay 

"reight. 

)nce  you  introduce  in  your  neighborhood,  the  demand 

,akes  care  of  itself.   It  is  the  most  self-selling  cleaner  on 
;he  market  today. 

'ill  out  enclosed  order  blank  right  now,  while  the  thought's 
rarm  in  your  mind!  New  things  like  this  prove  an  added  attrac- 
ion  for  your  store.  Let  that  order  come  forward  today.   This 
>ffer  is  too  good  to  delay  action! 

JET  OFF  THAT  ORDER  IN  TONIGHT'S  MAIL! 

Yours  for  Pleased  Customers, 


:  II,,:   .      ■■  II'  II.    >l ■  I 


24 


A  COAL  AND  WOOD  BUSINESS  WITH  SOMETHING  MORE,  IF 
YOU  PLEASE,  THAN  THE  MERE  DOLLAR-GETTING  IDEA  I 


Dear  Mr. 


NO! 

Not  just  Coal  and  Cash. 

Not  just  Wood  and  the  Wherewithal. 

You  ought  to  get  Q-U-A-L-I-T-Y ! 
You  ought  to  get  S-E-R-V-I-C-E I 
You  ought  to  get  P-R-I-C-E  C-O-N-S-I-S-T-E-N-C-Y ! 

You're  ENTITLED  to  all  these  three,  in  addition  to  the  Merchan- 
dise you  get  for  your  money. 

You  want  GOOD  coal  and  you  want  DECENT  wood,  delivered  WHERE 

you  want  them,  WHEN  you  want  them at  the  RIGHT  price  and  none 

other ! 

You  like  to  know  your  trade  is  WARMLY  APPRECIATED;  that  we're 
anxious  to  please  you  and  Eager  to  make  you  a  Steady  and  Satis- 
fied Customer. 

You  want  to  SAVE  ON  YOUR  FUEL  BILLS  by  actually  getting  the 
MAXIMUM  heat-power  at  MINIMUM  cost.   You  want  ECONOMICAL,  non- 
wasteful  Coal  that  will  give  you  your  FULL  MONEY'S  WORTH! 

We've  grown  a  bit  proud  of  the  Uniform  Satisfaction  given  by  our 

,  AND  COALS,  and  the  nice  things  people  say 

about  them.   It's  a  genuine  pleasure  to  sell  coal  that  wins 
unsolicited  praise  wherever  used! 

If  YOU'VE  never  tried  them,  there's  a  REAL  SURPRISE  in  store  for 
you!  Each  of  these  brands  is  a  heat-giving  marvel  and  a  great 
money-saver ! 

A  TRIAL  TON  WILL  SPEEDILY  CONVINCE  YOU  THAT  YOU'VE  REALLY  BEEN 
[ISSING  SOMETHING! 

md  beside  giving  you  better  quality  and  stretching  your  fuel- 

lollars,  we're  a  bit  sure  the  SERVICE our  prompt,  courteous, 

>ersonal  attention  to  your  wants,  will  be  a  bit  of  a  happy 
revelation  to  you. 

ORDER  NOW while  the  thought's  warm  in  your  mind.  Our 

I  'phone's  number  —  and  IT'S  LIST'NING  SYMPATHETICALLY  FOR  YOUR 
WELCOME  TING-A-LING ! 


;ii;;uiiilni!U  ^nullum  mi   n  i.riuiHiniijN 


25 


"BUSINESS  IS  SENSITIVE;  IT  GOES  ONLY  WHERE  IT'S 
WELCOMED,  BUT  WALKS  OUT  WHERE  ILL  TREATED!" 


Dear  Mr. 


We  saw  the  above  on  the  wall  of  a  busy  man's  office. 
We  like  it  because  it  Hits  the  Bull's  Eye  of  our  Belief! 

Maybe  you'll  suspect  it  has  something  to  do  with  , 

and  COAL. 

And  it  has ! 

We  strongly  believe  in  the  business  epigram  above. 

If  our  grades  of  coal  please  you  thoroughly,  if  our  service  is 
everything  it  should  be,  once  you  buy  of  us  most  likely  you  will 
remain  our  regular  patron. 

If  we  sold  you  coal  not  up  to  standard,  if  our  service  was  slip- 
shod, our  employees  negligent  or  uncivil,  our  deliveries  late, 
you'd  give  some  other  concern  your  trade. 

It's  only  human,  isn't  it,  to  want  to  spend  one's  dollars  where 
one's  trade  is  most  sought  after  and  one's  orders  receive  best 
attention? 

Therefore,  having  the  Coal  and  Wood  you  want,  at  the  price  you 
want  to  pay,  and  giving  you  the  very  best  service  obtainable 
anywhere,  we  come  to  you  today  for  AT  LEAST  A  SHARE  of  your 
trade. 

We  want  to  show  you  a  distinction  and  a  difference  in  Coal 
Quality  and  Coal  Service.   We  can  give  you  greater  heating- 
power  to  the  shovelful  than  you've  BEEN  getting. 

Obey  that  impulse  to  TRY  A  CHANGE! 

Better  fuel  for  your  money,  better  treatment,  better  delivery, 
if  you'll  just  call  'phone  .   Every  'phone,  you  know,  is  an 

)rder  Station  for  Fuel YOUR  'phone  particu- 

•arly. 

Just  say  " "  to  the  soft-voiced  central. 

She'll  quickly  connect  you! 


Yours  very  truly, 


26 


SATISFACTION  ! 

Dear  Mr.  : 

Satisfaction's  a  big  word  with  a  big  meaning! 

Maybe  you  haven't  been  getting  YOUR  SHARE  of  it  in  Buying  Fuel. 

You're  paying  out  your  good  money  for  Coal  and  Wood. 
C-e-r-t-a-i-n-1-y ! 

Well,  you  ought  to  get  a  full  Dollar's  Worth  of  Solid  Satisfac- 
tion for  every  Dollar's  Worth  of  Fuel  you  buy. 

You'll  find  in  ,  and  COAL  the  Fuel 

Ideal.   These  are  Heat-Makers  of  Highest  Power.   They  give  the 
kind  of  Satisfaction  that  BRINGS  YOU  BACK  AGAIN! 

You'll  find  in  our  SERVICE  that  Promptitude,  Courtesy  and 
Appreciation  that  ALSO  give  you  Supreme  Satisfaction. 

Your  Every  Order  is  Carefully  Handled  and  Personally  Looked 
After. 

Our  Aim  isn't  simply  to  sell  you  Coal  and  Wood,  but  to  supply 
you  the  Right  Fuel  at  a  Righteous  Price,  delivered  RIGHT-ON- 
THE-DOT ! 

Our  idea  is  to  please  you  so  well  you'll  praise  both  our  Merchan- 
dise and  Methods  to  your  neighbors. 

Folks  who  want  FUEL  QUALITY  and  FUEL  SERVICE  are  finding  out  every 
day  that  'PHONE is  the  number  to  call. 

YOU,  too,  want  to  join  the  Ranks  of  the  BETTER  SATISFIED! 

There's  a  Best  in  Everything.  In  Coal  and  Wood,  we  claim  that 

leans  'Phone  : ,  and  you'll  find  it  out  the  first  time 

pou  whisk  in  your  order  over  the  wire. 

TAKE  UP  THAT  RECEIVER  RIGHT  NOW! 

Yours  very  truly, 


'!iiHi!iiiititiiiiit!itiiiiiii]!itiiiiiiiiiiiiiiiinmiiiiiiiitiiiiii!iinnmiii!iiiiiiir:ii;iii niiimiiii^iimmnmniiiiiiminimiimiiifmjfi^iimimnimiiiiiMmH^ 


21 


Dear  Sir: 

The  Golden  Season  draweth  near  when  Debtors  will  flush  with 
coin  I  Why,  then,  0  why  hesitate  to  fill  out  the  list  blank  en- 
closed, and  tell  us  how  many  more  you'll  need,  so's  to  be  first 
under  the  wire  for  your  share  of  the  Gate  Receipts  ! 

We  josh,  but  we're  in  deep,  dead  earnest:  You'll  get  biggest 
and  swiftest  returns  on  delinquent  subscriptions  by  sending 
them  to  us  RIGHT  NOW.   Our  well-oiled  collection  machinery  is 
primed  and  ready,  at  your  service,  eager  to  begin.   Like  the 
mills  of  the  Gods,  it  grinds  exceedingly  small,  and  never  fails 
to  turn  in  the  Long  Green! 

Our  contract's  on  the  list  blank read  it,  please.   It's  so 

very  FAIR  to  all  concerned  it  has  made  thousands  of  friends  for 
us.   In  fact,  it's  our  Success  Foundation. 

Then,  too,  our  endorsements  from  the  Collected-For  and  the 
Collected-From  are  shining  examples  of  Performance,  if  we  do 
get  a  bit  chesty  and  say  it  ourselves.  As  Mr.  Dooley  says: 

i 

"'TIS  AWL  ROIGHT,  HENNESSY,  FUR  A  MON  TO  BLOW 
HIS  OWN  HOR— R-N,  PROVOIDED  IT  ISN'T  A  TIN  ONE!" 

And  every  endorsement  we  use  is  GENUINE,  full-fledged,  unso- 
licited and  honestly  earned open  to  investigation  as  to  its 

authenticity. 

There  are  Sledge-Hammer  Collection  Methods  which  not  only  fail, 
but  cost  you  subscribers  as  well.   WE  USE  THE  HAMMERLESS.   It 
isn't  as  noisy  or  blustering,  but  it  does  the  work.   It  is 
Gentle,  Free  from  Friction,  and  PUTS  IT  OVER,  which,  as  Shake- 
speare said,  is  the  "consummation  devoutly  to  be  wished.  " 

i 
i 

Let  the  little  card  enclosed  come  forward  in  tonight's  mail. 

The  moment  you  send  it  out,  you  can  really  begin  to  feel  that 
;he  LONG  LOST  LUCRE  IS  AT  LAST  HEADED  IN  YOUR  DIRECTION  !  And  it 

'on't  be  only  a  FEELING,  either OUR  CHECK  WILL  BE  IN  YOUR 

IANDS  BEFORE  YOU'RE  QUITE  READY  TO  BELIEVE  IT  POSSIBLE. 

'es,  let's  have  the  card it's  your  C.  Q.  D.  We're  waiting. 

'lash  the  signal ! 

Yours  very  truly, 

President. 


28  I 


My  dear  Sirs: 

Look  at  this  lambast  from  a  place  called ;  it's 

what  an  indignant  gentleman  scribbled  across  our  last  garrulous, 
gaseous  guffaw:   "What  trash  to  send  to  a  business  man.  Doing 
business  is  no  joke,  and  placing  accounts  in  the  hands  of 
Comedians  is  certainly  far  from  me." 
Along  with  this  harrowing  call-down  comes  a  bright,  beaming 

bouquet  from  the at  ,  :  "We 

wish  to  say  in  commendation  of  your  Association  that  we  esteem 
it  a  wonderful  success.  You  have  collected  for  us  large  claims 
from  people  who  neglected  our  bills  for  years,  yet  gently  ate 
from  your  hands,  and  what  is  better,  placed  in  your  palms  the 
cash.   You  may  expect  another  list  soon.  Yours  truly, 


So  there  is  a  silvery  lining,  friend  publisher,  to  every  cloud. 
They  HOOT  us  and  they  HAIL  us  ! 

But  right  now,  we're  filled  with  a  deep,  dark,  despairing  doubt 
that  YOU  have  sadly  forgotten  we  are  here  to  Painlessly  Extract 
the  Past-Due  Pelf  from  Poor-Pay  Patrons  of  your  Periodical  I 

The  man  who  said  we  were  Comedians  may  have  been  perfectly 
right we  get  the  Gleeful  Dollars  from  the  Slow-Pay  Sub- 
scriber and  always  Leave  him  Laughing  when  we  say  Goodby ! 

That » s  what  you  call  CASHABLE  COMEDY  I 

Not  an  unprofitable  form  of  Fun-Making,  is  it? 

The  enclosed  mailing  card  is  a  serious-minded  little  bit  of 
pasteboard  that  requires  your  immediate  attention. 
It  wants  to  be  filled  out  without  any  foolishness  and  sent  to 
us  forthwith. 

We're  dyin'  to  know  how  many  list-blanks  you  will  need  upon 
which  to  enroll  the  list  of  Money-Hugging  Subscribers  who  are 
Loath  to  Let-Go  of  the  Lucre. 

We  can  make  every  one  of  these  a  Laughing  Liquidator! 
Just  you  get  busy  and  send  us  that  card,  and  WE'LL  PROVE  IT 
!0  YOU! 

Inclosed  is  some  pretty  Powerful  Evidence  that  we  can  Coax  in 
ihe  Long-Lost  Long-Green,  and  surprise  you  some  bright  morning 

with  our  Beautiful  Check  to  cover  many  dollars  you  may  have 

bidden  a  last,  long,  lingering  farewell. 

WE'RE  WAITING! 
Sincerely  yours, 


President. 


1  ""'uiiiiiHiiii: ii[iHitii!iiiMtiiii]iiiiii iriiiiiiiiiriii tmirmiimiiiHiiimiiiiiiiitmiiiriiiiiiiiij 


■ 


^MMMWM<inimiHiitmtmii;iiimjmmiiiiHi!if!timii!itiiimii>'  triiuirtiiiiinMiriiitruttrnitiliMRKlliiitiJinin>ll(iill*niMriltiullttlimiitliiitiuiiltiiuiui>rtiii<iitTrirntiuiiii juti jiniHiufuitt iriiii<iiiMiFiitii<j»iii4iti)itiiiu)ta!Miii(iiitinit)iiifi(iifiiuitiiiiiHMtf(f»tiiiHiutii)iltirtiiinui»lliuliluiiiuuM«lltl»tru 

29 


COFFEE  THAT  WILL  PROVE  A  POSITIVE 
SALES  BUILDER  FOR  YOU! 

My  Dear  Sirs : 

Today  we  mail  you  sample  of  our  #2 coffee. 

We're  going  to  make  you  AN  OFFER  EXTRAORDINARY! 

14&0 a  marvelously  low  price  on  good 

But  it  means  PROMPT  ACCEPTANCE we  can't  hold  the  offer  open; 

must  hear  from  you  on  it  by  return  mail. 

And  this  we  positively  guarantee:  If  our  shipment  isn't  as  good 
as  the  sample,  we'll  take  it  right  back. 

You  will  be  glad  you  bought  this  coffee.  It's  the  best  thing  for 

the  money  you've  seen  in  many  a  day we  say  this  with  perfect 

confidence.  Don't  put  this  letter  down  without  filling  in  the 
enclosed  postal.  We  will  book  your  order  for  shipment  in  30  days. 

It's  a  positive  0-P-P-O-R-T-U-N-I-T-Y ! 

Act  immediately you'll  find  this  coffee  a  red-blood  seller  and 

rapid  repeater. 

GET  OFF  THAT  CARD  IN  THE  VERY  NEXT  MAIL. 
Yours  very  truly, 


1 t""l","m"1"MIII"l"Illi»"l'i'il!iiHiiiiiiiiii!iiiiiiiiiij!iiniiitiintniimiiiirniii mm man; imiiiiHaimitmimiiiimiimiirmiiiNmiirmnmimimiiiiiimiimummimrinmimHtuMNiiiHnm  (iii)iiiiilitiii!»t)iiiNiltiiiiiiiiiiiHtiiiiiiirniiit«iitiiitt:iiNililiiiM!iiMiriti[!tiiiiiiiiiimmimii 


30 


MR.  'S  PERSONAL  LETTER  TO  EMPLOYEES. 

To  Employees: 

I  believe  it  will  be  helpful  to  us  all  if  we  work  with  the  utmost  harmony.  I  believe  all 

successes  are  made  by  everybody  working  toward  a  single  end.  The  Store  is  new 

in .  You  are  a  part  of  the  new Store.  It  rests  with  you,  as  it  rests 

with  every  other  employee,  to  make  this  new  store  stand  high  in  the  minds  of  the  public 
right  from  the  outset.  Although  I  own  the  store,  I  want  to  feel  that  every  employee  owns 
A  HEART  INTEREST  IN  IT!  I  want  you  to  read  this  letter  and  feel  that,  although  I  have 
sent  a  copy  of  it  to  every  other  employee,  it  is  meant  ESPECIALLY  FOR  YOU. 

What  I  want  to  talk  to  you  about  today  is 

SERVICE  TO  THE  CUSTOMER: 

Remember,  first  of  all,  that  without  customers  there  would  be  no  Store.  There- 
fore, the  important  thing,  first,  last  and  all  the  time,  is  the  customer.  The  customer 

may  be  cranky,  eccentric,  peculiar,  sordid,  or  ever-so-hard  to  get  along  with but 

remember  you  and  I  are  not  here  to  change  her  individual  disposition,  or  to  find  fault 

with  it,  or  to  take  umbrage  at  her  lack  of  common  civility  or  tact we  are  here  to  serve 

her,  to  fill  her  wants,  because  she  has  come  into  this  store,  she  has  favored  us  with  a 
visit,  and  she  is  entitled  to  every  consideration  we  can  show  her.  You  must  take  a 
certain  pride  in  being  able  to  get  along  with  the  difficult  customer.  That  is  the  true 

test  of  salesmanship it  is  a  thing  that  proves  your  vocation  to  be  one  of  tact  as  well 

as  talent.  This  store  will  grow  through  your  success  in  the  handling  of  each  individual 
customer,  through  your  study  of  the  best  way  to  handle  her,  through  your  patience  and 
painstaking  desire  to  please,  through  your  determination  to  make  her  a  firm,  staunch 

friend  of  this  store and  your  friend!  This  store  will  grow  through  you,  if  you  will 

feel  right  down  deep  within  you,  that  you  want  to  GROW  WITH  IT that  you  want  to  help 

it  expand,  that  you  want  to  improve  your  own  position,  for  you  cannot  possibly  fail  to 
do  that  if  you  help  broaden  the  circle  of  this  store's  friends.  You  want  to  earn  more 

money  as  you  deserve  it,  and  the  surest,  quickest  way  to  do  that  is  to  take  the 

Store's  interests  right  to  your  heart  and  make  them  a  part  of  your  every  day  thoughts 
and  plans. 

I  am  always  ready  and  willing  to  listen  to  any  suggestions  you  may  be  kind  and  thoughtful 
enough  to  make  about  improved  service  to  customers.  Your  ideas  are  as  valuable  as  mine 

are  or  anybody  else's your  co-operation  in  the  service  of  this  store  means  every  bit 

as  much  as  my  own.  Never  hesitate  to  come  to  me  with  anything  you  think  will  be  help- 
ful— I  am  always  genuinely  grateful  for  it. 

fours  very  truly, 


S. — After  reading  this  letter,  kindly  be  sure  to  return  it  to  Miss 
it  the  office. 


— W— wfflwimmn!  ii 


31 


MR.  TS  LETTER  NO.  2.  TO  EMPLOYEES. 


To  Employees: 

You  can  do  a  whole  lot  toward  advertising  this  new  store.  You  can  talk  about  it  at  home, 

among  your  family  and  friends you  can  tell  about  its  bright,  new  merchandise,  its  big 

values  and  the  ideals  upon  which  it  proposes  to  build  a  big  business. 

You  know  the  most  valuable  advertising  ANY  store  can  have  is  "word-of -mouth  publicity." 

Every  saleslady  in  this  store  can  be  of  great  help  in  spreading  the  story  of  its  merchan- 
dise and  methods.  You  can  scarcely  imagine  the  good  YOU  can  do  for  us  in  telling  women, 
your  friends,  and  your  friends'  friends,  about  our  ability  to  save  them  money  on  every- 
thing they  buy  in  the  line  of  women's  apparel. 

If  your  heart  is  with  us,  if  you  feel  that  you  owe  your  loyalty  to  this  store's  interests, 

I  hope  you  will  not  forget  to  TALK  ABOUT 'S  on  any  and  every  opportunity. 

However,  I  do  not  ask  this  if,  for  any  reason,  you  feel  the  least  bit  disinclined  to  do 
so.  I  only  ask  it  if  you  are  enthusiastic  about  helping  us  increase  the  friends  of  this 
store  with  every  passing  day. 

A  request  of  this  kind  from  "the  boss"  may  seem  unusual,  but  it  is  in  keeping  with  other 
new  ideas  and  ideals  we  shall  endeavor  to  put  to  use,  in  the  feeling  that  everyone  who 

works  here  is  A  MEMBER  OF  THE  FAMILY and  vitally  interested  in  any  movement  for  this 

store's  good. 

You  will  be  surprised  how  your  good  words  will  take  wing,  pass  from  lip  to  lip from 

woman  to  woman;  and  you  will  be  surprised  how  our  custom  will  increase  just  through  such 
help  on  your  part. 

Beside  speaking  of  our  ability  to  give  women  greater  values  in  the  very  newest  modes  of 
the  moment,  we  are  able  to  give  them  better  store  service  and  more  prompt  attention,  due 
to  the  arrangement  of  our  store  and  the  efficiency  of  our  sales  force,  of  which  you  are 
a  member. 

Not  only  would  I  appreciate  your  telling  your  immediate  friends,  but  I  hope  you  will  tell 
them  to  tell  THEIR  OTHER  friends.  In  this  way,  don't  you  see,  you  will  start  a  sort  of 
endless  chain  of  good  words and  every  one  of  these  we  can  coin  into  customers. 

is  stated  in  my  former  letter,  all  things  like  this  mean:  YOU  GROW  AS  THE  STORE  GROWS 
-YOU  CANNOT  HELP  THIS  STORE  WITHOUT  HELPING  YOURSELF. 

Tours  sincerely, 


n:;t!-i   ■  '   :-  ■'  ii  ■    


....  .....  ,  ir,,. 


32 


FOUND  !  A  CARBON  REMOVER  THAT 
COSTS  LITTLE  AND  DOES  MUCH  ! 


Dear  Sir: 


You've  FOUND  IT! 

An  inexpensive  mixture  that  DOES  THE  WORK! 


It  saves  time,  trouble,  temper and  a  whole  lot  of  your  JINGLING 

DOLLARS  as  the  year  rolls  'round  ! 

You  want  this.  You  need  it  RIGHT  AWAY.  It  saves  repair  bills  and 
engine  troubles.  Increases  the  power  and  speed  of  your  car  from 
the  day  you  use  it. 

It's  one  of  the  FEW  things  that  cost  LITTLE  and  are  worth  a  LOT. 

By  mixing  several  common  chemicals,  gotten  at  any  drug  store,  with 
the  gasoline  you  put  in  the  car,  you've  a  carbon  remover  that 
goes  right  in,  loosens  all  carbon  in  your  cylinders,  and 

thoroughly  cleans  the  valves,  piston  rings,  exhaust  pipes  and 

mffler. 

'ou  don't  lose  the  use  of  your  car  for  a  single  minute.  The  Carbon 
Remover  gets  in  its  work  WHILE  YOUR  CAR'S  RUNNING.  And  it  does 
the  job  fine  and  dandy! 

?his  means  C-A-S-H  to  you.   It  also  means  a  trouble-proof  car. 
It  also  means  YOUR  ENGINE  WILL  DEVELOP  ITS  MAXIMUM  POWER,  run 
smooth  and  pick  up  speed  at  a  touch  of  the  throttle.  It  means,  too, 
that  you  get  MAXIMUM  MILEAGE  out  of  each  drop  of  gasoline  used. 


Send  me  50c  today  for  a  trial  pint  of After 

a  single  trial,  you'll  find  it  does  EXACTLY  what  I  tell  you  it 
will  do.  Then,  of  course  you  want  the  FORMULA  for  this  Carbon 
Remover,  so  you  can  MAKE  IT  YOURSELF  at  trifling  expense.  This 
formula  I'll  send  you  for  $1  after  you  have  first  tried  the  Carbon 
temover  and  are  thoroughly  satisfied. 

it  500  in  an  envelope  today.   A  Post  Office  Money  Order  or  25 
.wo-cent  stamps  will  do.   Get  those  right  off  in  the  mail  and  I 
'ill  promptly  send  you  a  full  pint  of  this  money-saving  fluid, 
so  you  can  mighty  soon  see  for  yourself  just  what  it  will  do. 


EVERY  DAY  YOU  DELAY  COSTS  YOU  MONEY  ! 
GET  OFF  THAT  ORDER  RIGHT  AWAY. 
Yours  for  Efficiency  and  Economy, 


mi  :ti< 


imwuiHimmii  i 


33 


DON'T  TURN  YOUR  BACK 

UPON  A  GREAT  BIG  VITAL  SAVING. 

ACT  TODAY! 

Dear  Sir:- 

You  haven't  answered  my  letter. 

If  you  have  an  automobile  and  use  gasoline,  either  you  don't 

realize  what will  do  for  you,  or  you're 

simply 

NEGLECTING  SOMETHING  REALLY  WORTH  YOUR  WHILE  ! 

You  pay  from  75c  to  $1  an  hour  for  a  mechanic's  time  when  he's 
taking  the  carbon  out  of  those  cylinders.  And  maybe  there  are 
OTHER  SYMPATHETIC  ENGINE  TROUBLES  that  set  in  as  a  result  of 
carbon,  or  the  mechanic's  mistakes  or  carelessness. 

In  either  event,  YOU  PAY  THE  FREIGHT,  as  a  fellow  says. 


IS  AN  INEXPENSIVE  INSURANCE  POLICY  AGAINST 

ENGINE  TROUBLES  AND  LACK  OF  POWER. 

It's  composed  of  a  few  common  chemicals  that  you  mix  with  your 
gasoline  and  go  right  on  using  your  car  WHILE  IT'S  DOING  THE 
WORK. 

No  level-headed,  thrifty  car  owner  can  overlook  a  bet  like  this. 
Running  your  car  is  expensive  enough  without  DODGING  CHANCES 
TO  SAVE  MONEY  ON  A  SERIOUS  MATTER  YOU'RE  SURE  TO  BE  UP  AGAINST. 

For  Fifty  Cents  I'll  send  you  a  full  trial  pint,  then  if  you  are 
deeply  satisfied  and  enthusiastic  over  the  results,  you  can  send 

$1  for  a  copy  of  my  private  formula  for  making  ■ 

yourself. 

NOW'S  THE  TIME  TO  TEST  THIS  MONEY-SAVING  FLUID. 

Get  your  order  for  a  trial  pint  right  off  in  the  mail.  A  postal 
money  order  for  500  or  twenty-five  20  stamps  will  do. 

ATTEND  TO  IT  RIGHT  AWAY!  It's  a  money-saving  move  on  your  part. 
Carbon  is  no  respecter  of  Engines  and  doesn't  care  WHAT  it 
does  to  your  BANK  ACCOUNT. 

I  Don't  delay  a  minute  longer!  On  the  great  clock  of  Time  there's 
but  ONE  word,  "NOW  !  " 


'ours  for  Clean  Cylinders  and  A  Fast  Engine. 


— '"' 


■:..■..■,■....:,..  r.  inmomnMiiimninuimiimmmiaHMMi 


UlUUtltiimilimiiiiii'MimiiiiMiiiiiiiriiMiiiiiiiiimiiiiiiiii: 


:...:.,.:.  ■ii'i.i:iir;i;u  m  irwiur:  i;:is:iii:i  i.::i  -  i:n;:;in;i:;i:i  iiiiiiciit:;  nil!  i:.:r."      .       ■        ::.■!■:: 


34 


SOME  FELLOWS  LIKE  TO  THROW  MONEY  AWAY  I 
BUT  I  DON'T  BELIEVE  YOU  DO. 


Dear  Sir: 

No  reply  from  you  yet.  I'm  writing  for  the  third  and  last  time. 

So  many  satisfied  motorists  are  now  using  my 

that  I'd  like  to  see  YOU  save  money,  too. 

The  wise  man  never  turns  a  deaf  ear  to  the  voice  of  Economy. 

He's  live,  alert,  resourceful ever  on  the  look-out  for  the 

newer  things  that  stand  for  LOWER  COST  OF  UP-KEEP  AND  BETTER 
SERVICE  ! 


The  minute 


enters  your  garage,  all  gasoline 


troubles  fly  out  the  window  I  It's  so  cheap,  and  can  be  made  so 
cheaply  that 

fO  MOTORIST  UNDER  THE  SUN  CAN  POSSIBLY  AFFORD  TO  BE  WITHOUT  IT! 

This  carbon  chaser  is  a  simple  stock  solution,  easily  made,  at 
trifling  cost,  that  mixes  in  with  your  gasoline.  You  pour  it 
into  your  car  in  the  regular  way.  The  engine  immediately  pro- 
ceeds to  clean  itself  slick  and  fine  !  NO  REPAIR  BILLS,  NO  LOSS 
OF  YOUR  TIME,  NO  LOSS  OF  THE  USE  OF  YOUR  CAR. 


is  quick  and  effective.   It's  tne  worry-less 


way  to  keep  your  engine  carbon-free  and  up  to  its  highest  power  and 
speed.  It's  the  stuff  for  the  far-seeing,  saving  fellow  who  has 
neither  dollars  to  waste,  nor  time. 

Let  me  send  you  by  return  post,  a  full  trial  pint  of  this  fluid 
that  puts  carbon  to  rout.  When  you've  tried  it,  and  are  mightily 
tickled  over  the  result,  send  $1  and  I'll  sell  you  the  formula 
for  making  it.  THIS  DOLLAR  COMES  BACK  TO  YOU  A  THOUSAND-FOLD. 

No  matter  WHAT'S  been  delaying  you,  get  off  that  order  for 

■ RIGHT  NOW  I  Don't  wait!  Every  day  that  passes  Car- 
bon is  more  likely  to  make  big  mischief  for  you. 

Shoot  in  that  trial  order  for  a  pint  immediately.  Get  it  to  the 
letter  box  before  the  sun  goes  down. 

YOU'LL  BE  MIGHTY  GLAD  YOU  DID. 
Yours  for  Less  Repair  Bills, 


35  ! 


My  Dear  Sir: 

You'll  thank  us  for  this. 

It's  doing  you  a  genuine,  personal  favor. 

If  you've  an  auto,  you  have  blow-outs  and  Tire  Deflations. 

A  new  Auto  Tire  Pump  has  burst  upon  the  Horizon  of  Motordom. 

A  PUMP  THAT  IS  A  PUMP. 

A  Pump  of  Power  and  Perfection. 

A  Pump  Cured  of  ALL  the  Bad  Habits  of  Other  Power  Pumps. 

A  Time,  Trouble,  Temper,  Tube  and  Tire  Saver. 

THE  AUTO  TIRE  PUMP. 

It's  the  Pump  you've  been  Waiting  and  Wishing  for. 
It's  Simple,  Safe,  Sane,  Swearless. 

It  cuts  out  all  the  Time-Loss,  Hands  and  clothes  Smearing it 

pumps  up  your  tires  while  you  smoke  your  cigar  and  chat  with  those 
around  you. 

IT  IS  MADE  OF  TOUGH  STUFF  FOR  ROUGH  USAGE. 

IT  DOESN'T  BREAK. 

IT  DOESN'T  GET  OUT  OF  ORDER. 

That  Hand  Pump  you  have  will  wear  out  Long,  Long  Before  the  

ever  would. 

It  is  the  Pump  you  want  to  carry  with  you  from  now  on,  on  every 
trip  you  take. 

Read  the  enclosed  descriptive  circular it  will  convince  you 

that  you  SIMPLY  CANNOT  AFFORD  TO  BE  WITHOUT  THE  . 

The  price  is  $12.50 SHOULD  be  $100.  YOU'LL  ADMIT  THIS  AFTER 

THE  FIRST  TIME  YOU'VE  USED  IT SEE  IF  YOU  DON'T. 

Send  along  your  check  today YOU'LL  BE  MIGHTY  GLAD  YOU  DID. 

Ycur  money  refunded  if  you  are  not  thoroughly  satisfied  upon 
examination.  We  don't  want  your  money  unless  you  want  the  pump. 

That's  fair,  isn't  it? 

Yours  very  truly, 


Wmitni)MtiiiiiiiiiiiiiiiiHi!iiii]iiitiiiiiitiiiiit]tiMit:ii:!ir  I  :<:in!!iiiiiii!i!t]iii:ii]ii!ninit):iiiiiiii!ti:iiiiiiiti!itiit:i]ii(iitiiimirmnit)iii 


lUMMlHimuiimiimiiiiilliimititi it].iii:iiii:itiiiiii.i;im(iiuin :iiiiir!(iimiiut,iii.iniiiiii.iiii:ii[imiMiiiiin:tn:nni ,i!iiiiiimniiiii;fi:iMinuii<»iti!inmi:.iiimn,iim:iii! iiii:iiiiiiii.iiiMuiiiiiii[i:ii[iiiit:>)iitiiiUi.>iiiii:tiiiiiiiiUiillliiuitliijUilliiiiiitiihiiiiiliuiitmiiiUillli!i!li 

36  | 


50%  PROFIT  FOR  YOU. 


Gentlemen: 

Our  is  a  time,  toil,  temper  saver.  It's  economical, 

efficient,  ever-ready.  It  has  imitators scads!  But  the  take- 
off always  heaps  glory  on  the  original.  You  want  the  BEST. 
There's  a  BEST  in  everything in  Polishing  Cloths  it's  the 

It  does  away  with  liquid  metal  polish;  gives  the  result  better, 
cheaper,  quicker,  in  polishing  silver,  gold,  nickel,  brass,  cop- 
per and  all  metals  in  homes,  stores,  banks,  buildings  and 
garages. 

The cloth  has  none  of  the  bad  habits  of  other  kinds.  The 

polish  STAYS  IN  it !  Its  imitations  come  in  greasy, 

unsightly  envelopes,  don't  LAST,  and  take  on  an  offensive  odor. 

The is  14x18  inches  ;  PUT  UP  IN  A  LITHOGRAPHED 

TIN-TOP-AND-BOTTOM  CONTAINER;  grease  proof. 

You'd  find  it  your  BUSIEST  REPEATER.   Be  Prepared give  your 

trade  the  REAL  article.  "Thrice  armed  is  he  who  hath  his  quarrel 

just but  FOUR  times  he  who  gets  his  blow  in  FUST!"  Get  in  your 

order  before  the  other  fellow.  There's  50%  profit  in  it  for  you. 
Do  the  polishing  cloth  business  of  your  section;  GET  THAT  ORDER 
OFF  IN  TONIGHT'S  MAIL! 

Sample  mailed  you  today.  Try  it  and  connect  at  once  with  this 
live,  lucrative  merchandise it's  a  swift-moving,  satisfac- 
tory, strong  seller.  Whisk  in  that  trial  order  today  and  you'll 

soon  have  a  rush  business  in Do  it  while  the 

thought's  warm  in  your  mind. 

Yours  very  truly, 

President. 


■"•"MMiimim.il, ,:„ imiiiiiiniiiimi miiimmiimn inimiiiiiiii i.iiiimumiiiiiiiiii.iimiii.iiiiii mmiim , mum iiinui iimlimimnmmmim i mini mn liimiMlM mmimmiiim mmimimnmnni tiimiiiininu niimuumiiimiuniniimumimmimimmiimmiiiii n 


■WMttMMMMMHWM  IHIWIHIIHI IIWIW   ' 

37 


WARNING       ! 

Look  out  for  the  little  Expense-Mice 
that   Gnaw  Holes   in  your  Profits  ! 


Dear  Mr. 


Beware  of  the  Needless  Leaks  ! 
Catch  the  Unsuspected  Losses  ! 

No  matter  how  SURE  you  are  of  your  books,  little  elusive 
drains  are  costing  you  something  every  day.   Let  us  prove  this 
to  you.   We  can  come  into  your  office  right  now  and  point  out 
many 

VITAL  ECONOMIES  YOU  CAN 

PUT  INTO  EFFECT  AT  ONCE. 

Like  other  busy  men,  you're  TOO  CLOSE  to  your  business  to  see 
these  defects,  losses.   So  are  your  employees,  however  effi- 
cient.  It  takes  SOMEBODY  FROM  THE  OUTSIDE.   You'll  acknowl- 
edge that. 

Your  clerks  are  honest,  competent — YES.   But  they've  had  lit- 
tle opportunity  to  study 

THE  NEWEST  LOSS-CHECKING  THINGS  IN  ACCOUNTANCY, 
THE  MINIMIZING  OF  YOUR  "OVERHEAD.*1 

In  these  we  save  you  a  thousand  times  the  cost  of  our  service. 
And  we  can  do  it  RIGHT  AWAY! 

Your  business  may  be  economically  run,  but  it  should  be 
ABSOLUTELY  LOSS-PROOF,  and  we're  ready  to  MAKE  IT  SO! 

Where  we've  made  audits,  the  systems  are  perfect,  the  expense 
is  scientifically  HELD  DOWN.   LET  US  GO  OVER  YOUR  BOOKS  AND  DO 
THE  SAME  FOR  YOU. 

5 


'IND  OUT  at  once  what  this  examination  would  mean. 

tail  the  enclosed  card  TODAY.  It  merely  brings  us  to  talk 
things  over.  NOT  THE  SLIGHTEST  OBLIGATION.  And  our  visit 
will  result  in  suggestions  you'll  appreciate. 


'ill  in  the  card  NOW.   Mail  it  NOW. 
It's  a  money-saving  move.   You'll  be  glad  you  MADE  IT! 

'ours  for  Economy  and  Efficiency, 


iiiiiNitritii(Miiit!tiiiiniiiin:!i!ii(Miirii:iiiii!t::i(!:iiiMmii'fi:iii(iHMtiintimnniirtin 


38 


Dear  Mr.  : 

Yours  with  $• check  is  here.  Thank  you. 

Say,  ,  you  want  to  get  that  idea  about  nerves  and  all  the 

rest  of  it  out  of  your  nut.  Forget  about  glasses  for  your  eyes. 
Forget  about  the  medicine  man.  Forget  about  the  maladies  you 
think  are  in  your  system.  Work  won't  hurt  you.  Few  folks  fall 
sick  from  overwork;  it's  what  we  do  when  we  don't  work  that  gets 
us. 

No,  answering  your  silent  inquiry,  I  am  not  a  metaphysician. 
I  simply  was  in  your  fix  years  ago  and  near  dead.   The  only  thing 
that  pulled  me  out  of  the  hole  was  that  I  refrained  absolutely 
from  taking  medicine  or  doctor's  advice,  or  talking  about  my 
health  to  others,  or  thinking  about  it,  or  letting  others  of  my 
family  talk  about  it  to  me  or  sympathize  with  me. 

I  simply  cut  the  cable  and  said  that  mine  was  a  natural  body  and 
medicine  could  never  do  it  any  good.  That  Nature  was  the  great 
physician,  and  that  if  I  kept  out  in  the  air  and  ate  plain  food, 
drank  lots  of  water  and  worked,  everything  would  come  right,  and 
so  it  did.  j 

And  so  I  pass  it  on  to  you,  Brother ,  as  an  unfailing 

prescription.  Get  after  it  right  away — don't  fail. 
Sincerely  yours, 


'!   'NUilll!IWI]!]infiimN|]HII!N|l!li;>lllillllHlllllltlNt; llllllMltlMlililtllliiitlt lllll!lltlilUitllill;illl!iltl':illlll]l!!t(:illlllll!:MII!IIIIIMIIIII!illllinillllllllHIIIU!ll!1ll, llJIIIItlilllllltillllitllllllti'lllltHlilllllllinrilllltlllllllilliimill!  ■■     IM!(|]ltllll!lli:!lfWlllilNIIIil:t11ll!MIIHIIIlll[:t![!IllilllllllIIIIHIlttlltmilllinm 


.,,„„ ;      itiiilJHltHHIItiHtlllMltHIIIIIIIIIlltlHIIIIIIHHIIItHIlltlJlflHIlll'n:    i1  ,■.-,;■ ',n  ':i'.,i".:i,!'ii's;',  :\r:,:  II   III   Iffl  I  I  1 1 1 !  1 1 : .  i  .  ,■.:..■  ;;•,  !..:r .     i.    .;■:!..:    ■;,.,    .!'..:■    I  ■ .  ■  1 1 r  -m...,    :,i,  .it-  hi  n.  ;■,,..'!■..;,  i.  ,.!.  .11.  . 


I 

39 


THIS  YEAR  'S  IS  A  VERITABLE  SANTA  CLAUS'  STOREHOUSE 

FOR  ELEGANT,  ENDEARING  AND  ENDURING  CHRISTMAS  GIFTS! 

Dear  Sir  or  Madam: 

You  can  certainly  find  here  exactly  the  Gift  you  want  at  exactly 
the  Price  you  want  to  pay!  If,  in  shopping  for  presents,  you 

seriously  want  to  save  money,  be  sure  to  come  to  '  s  and 

see  the  many  beautiful,  appropriate  and  useful  things  you  can 
'ind  in: 

ILEGANT  fancy  China  of  every  variety! 

:OYS  in  endless  array;  delightfully  new  and  novel  playthings 

,hat  will  delight  children  of  all  ages  ! 

GAMES  in  profusion;  all  the  very  latest  interesting  and  ab- 
sorbing ones  ! 

MANICURE  SETS  galore,  from  the  least  expensive  to  the  extrava- 
gantly beautiful! 

BRUSH  and  COMB  SETS,  always  acceptable;  you  will  find  them  here 
much  lower  priced  than  elsewhere  ! 

LEATHER  GOODS,  in  pocketbooks,  card-cases,  bill-folds,  and  all 
the  most  recent  novelties  that  will  make  lasting  remembrances ! 
CHILDREN'S  BOOKS;  very  newest  fairy  stories,  beautifully 
illustrated  in  attractive  colors;  prices  to  fit  every  purse! 
COPYRIGHT  FICTION  for  grown-ups  ;  a  late  book  is  always  accept- 
able ;  the  very  newest  are  here  at  Purse-Pleasing  Prices  ! 

'ERFUMES,  PERFUMES;  All  the  new  and  dainty  scents  to  please 
Milady;  a  gift  in  perfume  will  please  any  of  the  fair  sex! 
TOILET  WATERS  ; and in  all  sizes  ;  make  splen- 
did impersonal  gifts  ! 
'S  CANDIES;  freshly  shipped,  in  the  most  Delicious 

issortments  ;  all  in  elegant  Christmas  packages  ! 

■fS  CANDIES;  Melt  in  Your  Mouth;  all  freshly  packed  in 


leautiful  holiday  boxes. 

DAINTIES;  confections  of  quality,  temptingly  put  up, 


suitable  as  gifts  ! 

"here  are  many,  many  other  Rare,  Pretty  and  Pleasing 
?hings  we  have  not  space  to  mention but  you'll  find  the  solu- 
tion of  all  your  little  Gift  Perplexities  at  's. 

»onft  Wait,  Wish  or  Worry come  and  look  over  our  stock  to  your 

Leart's  content;  you  are  certainly  very  welcome,  no  matter 
whether  you  make  a  purchase  or  not. 

is  Christmas  is  very  near,  we  hope  you  will  make  it  a  point  to 
come  as  soon  as  possible  and  make  your  selections,  assuring 

'ou  that  we  have  an  endless  array  of  Handsome  Offerings  appro- 
priate for  Husband,  Wife,  Father,  Mother,  Sister,  Brother,  Son, 

)aughter and  even  the  Baby. 

Yours  very  truly, 





■'..■  ,■.  H<   .  ■!  ■ 


40 


50%  FUEL  SAVING  PLUS  50%  SAVING  ON  OPERATING 
EXPENSE,  IF  YOU  BUY  THAT  TRACTOR  NOW! 


Dear  Mr. 


We  are  mighty  glad  to  get  your  inquiry  and  to  know  you  are  inter- 
ested in  the  Tractor.   There  are  real,  ripe,  red- 
blooded  reasons  why  you  should  own  one  of  them.   And  you  should 
own  it  RIGHT  AWAY  ! 

READ  THE  BOOKLET  WE'RE  SENDING  YOU  UNDER  ANOTHER  COVER.   READ 
IT  CAREFULLY:   IT  MEANS  A  WHOLE  LOT  TO  YOU.   EVERY  PAGE  IS 

PACKED  WITH  PROFIT  POSSIBILITIES  FOR  YOU!   THE  IS  MORE 

AND  WILL  DO  MORE  THAN  ANY  OTHER  TRACTOR  YOU  CAN  BUY. 

It  has  something  Big  and  Vital  to  do  with  your  Future  Farming 

Success.   Yes,  yes it  has  something  SERIOUSLY  "to  do"  with 

YOUR  BALANCE  IN  BANK  AT  THE  END  OF  A  CROP  SEASON  ! 

Every  imaginable  New  and  Desirable  Tractor  Improvement  will  be 

found  in  the  Money-Savnig,  Money-Making  !   It's  the 

product  of  EXPERIENCE,  not  experiment.   It's  CURED  of  all  the 
Bab  Habits  of  other  tractors,  and,  what's  more,  has  many  advan- 
tages they  HAVEN'T. 

Every  farmer  can  afford  the  Ever-Useful  and  NO  farmer 

can  afford  to  be  WITHOUT  it even  though  it  cost  DOUBLE  the 

price. 

LISTEN:   YOU'RE  NOT  FARMING  FOR  YOUR  HEALTH.   YOU'RE  IN  IT  FOR 

PROFIT,  AND  BIG  PROFIT.   RIGHT  NOW  WE  GUARANTEE  THE  

TRACTOR  WILL  PROVE  TO  BE  THE  MONEY-MAKING  INVESTMENT  OF  YOUR 
LIFETIME  ! 

The  moment  this  Ail-Purpose  Tractor  is  on  your  place,  you've 
entered  a  Big,  New  Era  of  Prosperity;  you'll  get  Bigger  Results, 

Make  More  Headway,  Produce  Greater  Crops AND  AT  HALF  WHAT  IT 

COST  YOU  IN  THE  PAST  ! 

That's  something  to  think  seriously  about,  isn't  it!  You  don't 

want  to  STAND  STILL YOU  want  to  PUSH  FORWARD.   You're  in  one 

sense  a  "manufacturer,"  and  smart  manufacturers  these  days 
figure  GREATER  PRODUCTION  AT  LOWER  COST. 

The  price  is  $1400,  cash,  f.  o.  b.,  .  We  can't 

sell  it  on  installments  because  it  costs  so  much  to  MAKE  we'd 
have  to  ask  much  more  if  we  sold  it  on  time.   BUT  IF  YOU'RE  THE 
FIRST  MAN  IN  YOUR  COUNTY  TO  BUY  ONE,  WE'LL  ALLOW  YOU  10%  OFF, 
LEAVING  NET  PRICE  TO  YOU,  $1260. 

BIG  THINGS  IN  STORE  FOR  YOU  AND  EVERY  OTHER  THRIFTY  AGRICUL- 
TURIST SINCE  THE  NEW  CURRENCY  BILL  !  THE  TRACTOR 

COMES  RIGHT  IN  AS  AN  IMPORTANT  PART  OF  YOUR  NEW  PLANS  ! 
INVESTIGATE  all  of  its  many  mechanical  advantages  at  once;  TAKE 
ADVANTAGE  of  this  10%  discount  before  some  other  man  in  your 
county  DOES. 
W-R-I-T-E  U-S   T-O-D-A-Y  ! 

Yours  for  Big  Savings  and  Better  Results, 


■  utiti iiiiiinmiiitiiiiii  .'.  mm  wmmmmmmmm 


41  I 


YOU  FEED  A  TRACTOR  ONLY  WHEN  IT  WORKS,  BUT  YOU  FEED  HORSES 

WHETHER  THEY  WORK  OR  NOT  !   THINK  IT  OVER  T-W-I-C-E  !  ! 

Dear  Mr.  


Not  having  heard  from  you  since  writing  you  recently  and  send- 
ing you  our  Catalogue,  we  want  to  strongly  emphasize  that  Our 
Mission  is  to  Lower  Your  Farming  Expense,  Bring  you  Bigger 
Crops  and  Make  More  Money  for  You. 

This  is  the  plain,  unvarnished  Truth.   And  we're  going  to 
prove  it. 

We've  a  Tractor  that  can  do  for  you  what  no  other  tractor  can. 
In  fact,  we  have  THE  tractor  you'll  buy  if  you  want  the  UTMOST 
for  your  money;  and  if  you  positively  cannot  afford  to  make  a 
mistake  ;  and  if  COLD  FACTS  and  nothing  else  are  the  things  that 
influence  you. 

SAY  YOU'VE  8  HORSES  AT  $200  APIECE,  OR  $1600.   FOUR  $40  SETS  OF 
HARNESS,  OR  $160.   HORSES  AND  HARNESS,  $1760.   HORSE  FEED,  $75 
PER  YEAR  EACH,  OR  $600  YEARLY  FOR  8  HORSES.   HIRED  MAN'S  BOARD, 
ROOM  AND  WAGES  PER  YEAR,  $600.   INITIAL  COST  OF  8  HORSES,  $1760; 
THEIR  UPKEEP,  $1200  A  YEAR. 
Now,  keep  the  total  of  these  last  two  figures  in  your  mind  as 

against  $1400  for  a  Tractor  and  one  man  and  fuel  for  a 

year and  you'll  immediately  see  you  are  losing  big  money 

every  day  you  haven't  this  wonderful,  all-purpose  Tractor  on 
your  place  ! 

YOU  FEED  THE  TRACTOR  ONLY  WHEN  IT  WORKS,  BUT  YOU  FEED  HORSES 
WHETHER  THEY  WORK  OR  NOT  ! 

And  you  can  feed  the  "most  anything,"  as  a  fellow  says. 

Gasoline,  motor  spirits  or  kerosene and  at  all  speeds.  Either 

fuel  will  do  the  work  and  you  get  the  same  results.  A  gallon 
of  kerosene  runs  it  every  bit  as  long  as  a  gallon  of  gasoline 
and  develops  the  SAME  HORSE  POWER. 

ANOTHER  CROWNING  VIRTUE  OF  THE :   IT  EATS  LESS  FUEL 

THAN  ANY  OTHER  TRACTOR  ON  THE  MARKET  !  AS  A  FUEL  SAVER  IT  HAS 
ENDEARED  ITSELF  TO  EVERY  MAN  THAT  OWNS  ONE.   IT  SAVES  YOU  50%  BY 
BURNING  THE  CHEAPEST  FUEL,  AND,  IN  ADDITION,  BURNS  MIGHTY  LITTLE 
OF  THAT  ! 
There  are  dozens  of  other  Superior  Points  and  Money-and-Time 

saving  Advantages  about  the  Peerless  that  our  booklet 

fully  explains.   It  was  sent  to  you;  if  you've  misplaced  it, 
let  us  send  you  another  immediately.   Lose  no  time  in  "GETTING 
ALL  THE  EVIDENCE"  about  this  tractor;  YOU'RE  CERTAINLY  LOSING 
TIME  AND  MONEY  EVERY  DAY  YOU'RE  NOT  USING  ONE  I 
Farming  the  old  way  or  with  a  poor  tractor  is  NOT  FOR  YOU  ANY 

LONGER.   The  Tractor  goes  hand  in  hand  with  a  Bigger 

Bank  Balance,  Larger  Crops,  More  Acreage,  More  Stock  and  maybe 
a  Brand  New  Auto  to  take  the  Missus  and  Kids  to  town  in  I 
GRAB  THIS  OPPORTUNITY  to  decrease  the  OUT-GO  and  increase  the 
INCOME!  Pen,  ink  and  paper  are  handy;  let  us  hear  from  you 
right  away;  you'll  be  MIGHTY  GLAD  YOU  DID  ! 

Yours  for  Lower-Cost-of-Farming, 


tt(iiiiit!ht;it:[i:its!Uji:inti!iii'iii!ii!Titu!i;it-:tin!:( 


42 


YOUR  RAILROAD  FARE  PAID  BOTH  WAYS  IF  YOU  COME  TO  OUR 
FACTORY  TO  INVESTIGATE  AND  BUY  A  TRACTOR. 


Dear  Mr. 


We  want  you  to  come  and  see  this  peerless  tractor  of  ours ! 

We  want  you  to  see  horn  itfs  made  from  beginning  to  end;  study 
every  point  in  its  construction;  know  just  how  it's  put  to- 
gether; fnd  out  for  yourself  why  it  is  easily  superior  to  any 
other  tractor  made. 

We  want  you  to  meet  the  men  who  MAKE  it,  too.  We  want  you  to  know 

their  ideas  and  ideals why  they  have  a  pride  in  producing  the 

greatest  tractor  in  the  country. 

And  we  want  to  meet  you,  too,  face  to  face,  and  grasp  you  by  the 
hand  and  look  you  in  the  eye  and  prove  to  you  that  you  are 
making  an  investment  that  will  bring  you  many  thousands  of 
dollars  in  return. 

YOU  like  to  deal  man  to  man,  and  so  do  WE. 

Hence  we  say come,  and  see  the  Tractor  put  together; 

inspect  every  point  of  its  construction  to  your  heart's  con- 
tent, and,  after  satisfying  yourself  thoroughly  in  every  re- 
spect, if  you  give  us  an  order,  we  will  be  glad  to  pay  your 
railroad  fare  both  ways. 

FURTHERMORE,  if  you  are  the  first  man  in  your  county  to  buy  a 

Tractor,  we  will  do  even  better  than  that:  We  will,  in 

addition,  allow  you  a  full  10%  discount  from  the  $1400  price, 
making  the  net  figure  $1260. 

The  Tractor  is  a  big  money  maker  for  every  man  who  puts 

it  to  work.   It  is  for  the  wide-awake,  alert,  resourceful 
farmer  who  has  his  eyes  on  bigger  crops,  bigger  profits,  bigger 
acreage  and  a  broader  and  more  prosperous  future. 

The  saying  is,  "To  get  ahead  you  must  use  your  head!" 

The  slow,  expensive,  old-time  horse  and  man  method  is  for  the 

fellow  who  never  gets  ahead — NOT  YOU!  The  Way  is  a 

primrose  path  to  profit  I 

Make  up  your  mind  RIGHT  THIS  MINUTE  to  reduce  your  costs  and 
raise  your  income;  it's  simple,  it's  easy — write  us  immediate- 
ly and  take  us  fully  into  your  confidence;  we're  waiting, 
willing  to  show  you  the  way. 

Get  that  letter  off  in  tonight's  mail SURE! 

Your  friends, 


iiiltimimiiiiminmiiiiiiuiiiiiiiMi mtiiiijiiiitirmiiiiitiirmmtiiiiifiiijiijifrii iiiiiiimi iimimiimiimfiijiiifiiriii'iiimiitriiiiri iimiiiiimiiiiiiiNiimMiiinmtiiimiiiiiimiiiimitmiiiiiii iinum nntui iifiniiiiiiiiiiiiiiiriiiimiiiuiiiiiiiiiiiiiuiiimiimiiiiii urn iminin » iiitiiiiiiriiiii.iiiiiiilliliiimiullililMniiG 


II  ■■  ■  .■.....■■..,.,■  I.  ■       ....;,.,..,,.,....  ■.:.'.,!■■ 


YOU'RE  MISSING  GREAT  BIG  PROFITS  EVERY  MONTH 
YOU'RE  WITHOUT  A  TRACTOR! 


43 


Dear  Mr. 


Maybe  you  read  the  little  story  of  the  fellow  who  fixed  a  pump. 
It  was  a  troublesome  pump.   It  often  got  out  of  order.   Eut  he 
fixed  it.  And  he  sent  in  a  bill  something  like  this: 

To  repairing  pump .75 

To  KNOWING  HOW 5.00 

Total 5.75 

We  believe  this  KNOWING-HOW  idea  has  a  whole  lot  to  do  with 
Farming  Success  these  days.   The  man  who  KNOWS  HOW  to  get  the 
UTMOST  in  results  with  MINIMUM  expenditure  of  time  and  labor  is 
usually  the  fellow  with  the  bulging  balance  over  at  the  First 
National  I 

"The  old  order  of  things  passeth  away" — and  these  are  days  of 
Kncw-How  Methods,  of  Higher-Efficiency,  and  of  short-cuts  to 
Better  Results. 

RIGHT  HERE  is  where  the  Tractor  comes  in. 

It  represents  the  know-how  of  better  farming. 

It  stands  for  double  results  for  each  day's  work — double  and 
more. 

It  cuts  out  the  food  bills  and  slices  labor  costs  in  half — for 

you  don't  have  to  feed  the when  it  isn't  working  and  it 

only  takes  one  man  to  run  it. 

The  ,  remember,  is  the  pioneer  Light  Tractor,  has  been 

on  the  market  for  several  years,  is  no  experiment,  is  fully 
guaranteed — which  means  you  take  NOT  THE  SLIGHTEST  chance  when 
you  buy  one. 

Your  money  is  here  for  you  IF  THE DOESN'T  FULFILL  TO 

THE  FULLEST  EXTENT  EVERY  SINGLE  CLAIM  WE  MAKE  FOR  IT. 

We  pay  your  railroad  fare  both  ways  if  you  come  to  our  factory 
to  investigate  and  buy  a  Tractor.  You  are  also  en- 
titled to  a  full  10%  discount  in  addition,  if  you're  the  first 
man  in  your  county  to  buy  one. 

Don't  let  the  thought  of  the  first  cost  of  the  hold 

you  back — it's  small  and  insignificant  compared  to  the  huge 
returns  it  will  bring  you. 

Get  in  touch  with  us  today.  Write  that  letter  NOW — a  bigger 
Destiny  waits  at  the  mail  box;  Broader  Opportunity  lurks  around 
the  corner! 

Sincerely  yours, 


!'■"' ii'i!iiii:iiiiiiiii:ill(i!:)t:i:,Miiii  .ti;nut;fiim>;.iim>imijiim?;t! 


44  I 


"HE  DIDN'T  KNOW  IT  COULDN'T  BE  DONE 
SO  HE  WENT  AND  DID  IT!" 


Dear  Mr. 


We  saw  the  above  printed  on  a  placard  in  a  busy  man's  office 
recently.   It  struck  us  instantly  that  this  Blazing  Thought  had 

something  to  do  with  the  wonderful  Tractor  and  the 

way  it  surprises  every  user  with  its  TREMENDOUS  SAVINGS,  and 
the  many  things  it  will  do  for  the  farmer  who  DIDN'T  know  they 
COULD  be  done. 

For  the  All-Purpose  Tractor  is  full  of  many  surprises. 

It's  the  Machine  of  a  Thousand  Uses.  This  light  one-man  Tractor 
goes  anywhere  and  does  everything,  quicker  and  better  than  it 
could  be  done  otherwise. 

With  SEVEN  speeds  forward  and  backward  for  traction  or  belt, 
from  one  speed  of  the  motor,  and  an  unlimited  number  of  speeds 
through  changing  speed  of  motor  with  the  throttle,  it  readily 
adapts  itself  to  all  purposes.  A  fourteen-year-old  boy  is  per- 
fectly at  home  operating  the  .   Weighing  only  5000 

pounds,  it  doesn't  pack  the  ground  as  all  heavy  tractors  do. 

The  gets  its  light  weight  from  the  fact  that  we  use 

only  the  very  finest  materials — light  in  weight,  yet  strong  and 
durable. 

So,  to  sum  it  all  up,  you  get  the  MAXIMUM  of  Power  and  Perform- 
ance out  of  the  at  the  MINIMUM  of  weight  and  fuel 

consumption. 

All  these  Big,  Vital  advantages  mean  Big,  Vital  things  to  you, 
Mister.   Why  not  pack  your  grip,  get  on  the  train  and  come  right 
here  to  the  factory?  Get  intimately  acquainted  with  the 
and  the  men  who  make  it. 

We  pay  your  fare  both  ways  if  you  leave  us  an  order  while  here. 
You're  also  entitled  to  a  full  10%  discount  if  you're  the  first 
man  in  your  county  to  buy  one. 


Lnd,  by  the  way — SOME  FOLKS  make  extra  money  with  the 
'ractor  HELPING  out  their  neighbors.   In  fact,  some 


T] 

owners  make  enough  extra  money  this  way  to  pay  for  their 
tractors.   Then,  too,  some  of  them  get  on  the  township  payroll  to 
pull  a  grader  or  do  other  road  work.   These  possibilities  of 
extra  profit  might  interest  you! 

If  you're  not  fully  convinced  by  now  that  the  ,  and  no 

other,  is  the  tractor  for  you  to  buy — write  us  so  we  may  quickly 
enlighten  you  further  or  make  that  little  trip  to  the  home  of 
the  on  the  basis  we  suggested. 

Sincerely  yours, 

"■' n.'iimiiiiiiii miimuimil immillnilliiiniiiiiiiiiiiiiniiiiimi u:  !;:m!M!Miiiiiiiiiiiiiiiiti>iiiiiuiiimiiu;iirimiiimmii!iii!iii!uiiiiimliiiMiHiiii i mini iiiiiiiiimiiiiiiiiiiiiimiiiiii iiiminiiiniilniimiimii iiiiiinmiii iiiiiiniiimiiiinililiililiillilll lltlllllilllrow 


45 


A  GREAT  FARMER  SAID:   "OPPORTUNITY  AND  ACCOMPLISHMENT 

ARE  ONLY  DISTANT  RELATIONS.   SEEING  THE  OPPORTUNITY 

AND  SEIZING  IT  ARE  ENTIRELY  DIFFERENT  MATTERS." 


Dear  Mr. 


That  Tractor  we've  been  writing  you  about  is  YOUR 

genuine  Opportunity  for  Greater  Accomplishment.   Whatever  may 
have  kept  you  from  placing  your  order,  you  will  be  wise  to 
STRONGLY  RECONSIDER  THE  proposition  Today  and  S-E-I-Z-E  this 
Legitimate  Opportunity  to  DOUBLE  YOUR  PROFITS  AND  CUT  FARMING 
COSTS  IN  HALF! 

That  great  big  Chunk  of  Money  you  pay  out  of  your  Crop  Returns 
each  year  for  Farm  Help  and  Horse  Feed,  Care  and  Keep,  will  be 

YOURS  TO  KEEP  from  the  day  you  put  that  Tractor  to 

work ! 

Don't  turn  your  back,  stop  your  ears  and  close  your  eyes  when 
Dame  Fortune  is  rapping  on  your  Door  with  a  Hammer  of  Pure  Gold  I 
She  bids  you  Open  and  Hold  Out  your  Arms  to  the  Great  Money- 
Saving  Methods  and  Profit-Breeding  Possibilities  this  Useful 
and  Economical  Machine  has  in  store  for  you! 

Get  out  of  the  Rut  of  Antiquated  Methods,  out  of  the  Jog-Trot 
of  Old-Style  Farming,  into  the  Brisk,  Business-like,  Labor- 
Saving  and  Lucre-luring  Principles  of  Time-saving,  Cost- 
lowering  and  Increased  Production — — 

"YOU'LL  THANK  YOUR  STARS  AND  BLESS  THE  DAY 
YOU  STARTED  TO  FARM  IN  THE  WAY!" 

Remember,  this  machine,  unlike  your  horses,  is  Never  Sick, 
Never  Balks,  Never  Needs  a  Veterinarian,  Needn't  be  Hitched  or 
Unhitched,  Watched  or  Worried  over,  Goes  Without  Feed  When  Not 
Working — Goes  Everywhere  and  is  Always  Ready  for  Instantaneous 
Use. 

And  Remember  that  a  14-year-old  lad  and  your  Steady-going 

does  the  work  of  Two  Men  and  Eight  Horses,  in  Half  the 

Time  and  at  Half  the  Cost  ! 

Any  Speed  you  want,  all  the  Power  ycu  want,  any  Use  you  want 
to  put  it  to,  A-N-D   I-T   N-E-V-E-R   G-E-T-S   T-I-R-E-D  !  ! 
Our  offer  to  pay  your  fare  both  ways  if  you  visit  our  Plant 
and  order  a  — still  stands  open and  you  get,  in  addi- 
tion, a  full  10%  discount  from  the  $1400  price  if  you're  the 
first  man  in  your  county  to  buy  this  King  of  Tractors. 

"There  is  a  Time  and  Tide  in  the  affairs  of  Men,  which,  taken 

at  its  ebb,  leads  on  to  Fortune."   The  will  mean  the 

Turning  Point  in  your  Farming  Career — Less  Work,  Less  Expense 
and  MORE  REVENUE:   More  Improvements,  More  Land,  and  More 
Things  Worth  While  for  You  and  Yours. 
SIT  DOWN  AND  WRITE  US  WHILE  THE  THOUGHT'S  WARM  IN  YOUR  MIND! 

Yours  for  Prosperity, 


..II ■:■■  'ii;iiiiiiiiiniiiiii|iilinuillltlltiwilltnit-|lll)tttll  KllllHiltsimmill  '■■'■;  iit::iiiimhi  :iitiim::ii:ui  i    .  i-minn-m  .:iti 


|„|  ,,....  .1  ■    ..    ,■:■!  ■;:, 


46 


Dear  Sir: 

You  are  live,  alert,  resourceful. 

Ycu  don't  overlook  any  real  chance  to  GET  AHEAD! 

You  want  the  Public  to  LIKE  your  show. 

You  want  to  IMPROVE  YOUR  INVESTMENT  in  every  way  possible! 

Right  here,  THE REGISTER 

looms  big  ! 

It  gives  the  front  of  your  house  a  NEW  prestige. 
It  adds  elegance  and  efficiency  to  your  box  office. 

It  SPEEDS  UP  the  sale  of  . 

It  gives  you  a  NEW  SAFETY.   PROTECTS  you,  A-B-S-O-L-U-T-E-L-Y. 

Not  only  YOU,  but  YOUR  CASHIER  has  a  new  sense  of  security. 
You're  able  to  check  up  receipts  ANY  MOMENT. 
Your  box  office  worries  are  OVER! 

The  is  a  time,  temper  and  trouble  saver. 

It  doesn't  keep  the  patron  waiting. 

Its  hand  never  slips;  its  attention  never  lags. 

No  excuses ;  works  perfectly,  smoothly,  rapidly* 

One,  two,  three,  four,  five  tickets  delivered  SIMULTANEOUSLY. 

Their  registered  INSTANTANEOUSLY. 

No  confusion,  no  delays,  no  cash  drawer  mistakes. 
No  disputes,  no  ifs  and  ands,  no  uncertainty. 


For  efficiency's,  economy's,  saf  ety '  s  sake,  install  an . 

The  cost  is  INSIGNIFICANT  compared  to  its  benefits. 

One  night's  use  and  you  wouldn't  go  back  to  hand-selling  for 
TEN  TIMES  THE  cost  ! 

»Your  patrons,  your  cashier — YOU  will  be  immensely  pleased. 
What  other  amusement  men  say  MEANS  SOMETHING.   Their  letters 
are  attached.   And  under  another  cover  we  send  you  illustrated 
booklet. 


Don't  W-A-I-T  0-R  D-E-B-A-T-E  about  this  big  and  important 
item!   Go  over  the  booklet  carefully.   It  tells  about  the  dif- 
ferent types  of  .   Write  us  about  the  size  and 

style  you  need. 

D-0   T-H-I-S   T-0-D-A-Y ! 

It's  a  money-making  move  on  your  part. 

Sincerely  yours, 


■  'IM  li"  ■'..■'■  ■■■•'■..■■.';     ,;  iill  <1  .  :,-■  |'I!i  .  . 


;   (1  '11111,1  i 


47 


Dear  Mr.  : 

Every  day  we've  been  expecting  an  answer  from  you. 
Every  day  you're  without  the 


Register  YOU  MISS  A  GREAT  DEAL! 

GOOD  PICTURES  make  your  house  popular. 

GOOD  EQUIPMENT,  Prompt  and  Accurate  Service  will  attract  MORE 
people. 

For  weeks  after  you  install  this ,  every  patron  who 

buys  a  will  be  interested  in  the  way  it  operates. 

Your  will  work  better.  She  knows  the is 

accurately  every  sale.   She  no  longer  becomes 

flustered  on  big  nights.   "The  long  waiting  line"  has  no 
more  terrors  for  her. 

Your  patrons  will  appreciate  it.  They  are on  more 

promptly.   Not  the  slightest  delay  or  hesitancy.  

and  change — QUICK  AS  A  FLASH! 

YOU  will  be  better  pleased.   You'll  be  more  fit  for  business; 
you'll  worry  less.   You'll  know  things  are  going  more 

smoothly,  safely,  securely.  Your  keeping  system 

will  be  reduced  to  an  EXACT  SCIENCE! 


You  need  never  ask  the  cashier,  "How  much  cash?"  THE 

TELLS  YOU  AT  ANY  SECOND!   AND  THE  DOESN'T  MAKE 

MISTAKES  ! 

THAT  feature  alone  is  worth  a  hundred  times  the  cost  of  the 

!   THAT  feature  alone  might  some  time  save  you  the 

cost  in  THIRTY  DAYS! 

Think  how  quickly  you'd  invest  this  amount  in  SOME  OTHER  LESS 
IMPORTANT  feature  of  your  theater!   Think  how  often  you 
HAVE  done  it ! 
AND— THIS— HAS— TO— DO— WITH— THE— SAFETY— AND— ACCURACY 

OF— YOUR— CASH ! 

It's  very,  very,  VERY  important!!! 

You  admire  a  store  that  has  its .  You  respect 

the  office  that  has  its  ADDING  MACHINE.   The  Public  will 
approve  of  your  box  office — accurate,  effi- 
cient, speedy,  business-like,  with  the  air  of  progress- 
iveness  and  prosperity. 

Mail  the  enclosed  card.   It  does  not  obligate  you.   Simply 

indicates  you  MIGHT  be  interested  if  we  PROVE  the 

machine  a  wise  Investment  for  you  NOW. 

Yours  very  truly, 


''   ■  .  <!  :■.  '  ■ 


48 


Dear  Sir: 

You  admire  a  store  that  has  its  CASH  REGISTER. 

You  respect  the  office  that  uses  an  ADDING  MACHINE. 

The  PUBLIC  will  approve  of  your  


So  MANY  have  installed  the 

, j 

THEY  HAD  GREAT,  BIG,  VITAL  REASONS  FOR  IT. 
Reasons  of  Economy  and  Efficiency — SAFETY! 

And  they  are  exhibitors  LARGE  AND  SMALL.  The means 

as  much  to  one  as  the  other.   EVERY  BIT  I 

Doesn't  the  small  exhibitor  want  his  — window  conducted 

as  safely,  smoothly,  satisfactorily,  as  the  larger  house? 

Can  the  former  afford  to  be  LESS  CAREFUL  OF  HIS  CASH  just 
because  he  doesn't  take  in  as  MUCH  of  it? 

"WE  WOULD  CONSIDER  IT  A  HARDSHIP 
TO  WORK  WITHOUT  THIS ,  " 

writes of  the , .  A 


i 


keen,  far-sighted  manager  who  wouldn't  put  a  DOLLAR  into  a 
thing  that  didn't  PAY  him!   He  tells  you  it  would  be  A  HARD- 
SHIP not  to  have  the  .   And  YOU'D  FIND  IT  OUT  after 

the  first  few  days  you  had  it  ! 

Crowds  can't  come  too  fast  for  the  !  One  to  five 

.  Your  cashier  has  all  her  time  to 

WATCH  CHANGE.   Think  what  a  great  advantage  to  Y-O-U-R 
P-0-C-K-E-T-B-O-O-K ! 


he  is  locked.   The  key  in  your  possession.   Only  YOU 

ave  access  to  its  records.   Your  total  RECORDED  THERE 

EVERY  SECOND! 

Checking  them  up  is  an  instantaneous  process. 
No  waiting,  no  calculating,  no  ifs  or  »ands. 
A  GREAT  RELIEF  BOTH  TO  YOU  AND  YOUR . 

THIS  THING  IS  VITAL.   Vital  to  your  FUTURE  GROWTH! 

Fill  out  enclosed  card.   Mail  it  immediately. 

No  obligation.   It  simply  gives  us  a  chance  to  put  before  you 

MORE  CONVINCING  PROOFS. 

TAKE  THIS  IMPORTANT  STEP  TODAY! 

t  Yours  very  truly, 


MauillliniliniiiiiiiiiiiiiiiinmiMniiiiuiiiuiii:iiiiitii:i<iiiiiiiumi»miMiniili!i>iiuiitfiiiiill!iiiin«iiiii!  :  mi unimiiimnminm  : 


49 


■I  WOULDN'T  PART  WITH  THE 
WE  HAVE  FOR  $5,000  1" 


Dear  Sir: 

Mr.  ,  manager  of  the ,  ,  wrote  us 

the  above  ! 

His  letter  is  attached.   Please  read  it  CAREFULLY. 

You  will  notice,  too,  in  one  place  he  says:   "On  rush  nights 

there  is  no  delay  at  the  office,  everything  working 

smoothly,  no  mixups  ;  the  cash  is  always  correct  with  the 

n 


YOU  know  what  this  means  ! 

YOU  have  had  to  contend  with  it. 

YOU  recognize  the  conditions  he  refers  to. 

YOU  know  the  human  mind  is  not  infallible,  nor  the  human  hand 

unfailing. 

But  the  you  can 

depend  upon  ABSOLUTELY.   It  is  mechanically  infallible.   Its 
operation  is  UNFAILING.   It  is  always  on  duty.   It  is  ever 
alert.   Its  attention  never  lags.   Its  vigilance  is  eternal. 
It  is  your  Silent  Watchman — the  watchman  of  your  welfare,  your 
interests,  your  TREASURE  BOX! 

And  one  of  the  biggest  things  about  the  is  the 

beauty,  the  good  looks,  the  improved  appearance,  it  gives  your 


It  is  one  of  the  few  things  that  is  as  useful  as  it  is  ORNA- 
MENTAL.  You'll  be  proud  of  the  IMPRESS IVENESS  of  your  

!   You'll  be  proud  of  the  better  service  you  are  giving 

your  patrons.  You'll  be  DEEPLY  GRATIFIED  with  the  new  order 
of  things — the  smoothness,  the  accuracy,  the  ease  with  which 
your is  kept. 

What  the  costs  you  SINKS  INTO  INSIGNIFICANCE  com- 
pared to  what  it  DOES  for  you. 

And  it  is  a  simple,  durable  .  It  doesn't  get  out  of 

order.   It  is  trouble-proof,  tamper-proof. 

It  KEEPS  ON  working  smoothly,  night  after  night,  week  after 

week,  month  after  month. 

MAKE  UP  YOUR  MIND.   DECIDE  NOW! 

This  has  too  many  benefits  for  you  to  overlook. 

Fill  out  the  card  enclosed,  for  further  conclusive  evidence. 
We're  anxious  to  furnish  it.   It's  here  in  abundance! 

Let  the  card  come  forward  immediately. 
It  obligates  us  only — NOT  YOU. 

Yours  very  truly, 


:,;,,.,,  mi.'ii  11,1  ■■■■....! 


50 


Dear  Sir: 

People  like  to  go  where  things  are  up-to-date. 
People  like  to  go  where  things  look  prosperous. 
People  like  to  go  where  "everything  is  first-class." 

People  take  their  friends  to  THE  BETTER  KIND  of . 

HUMAN  PRIDE  has  something  to  do  with  the  SIZE  of  your  attend- 
ance. 
The  exhibitor  who  overlooks  this  is  LOSING  MONEY  every  day. 

The gives  a  NEW  AIR 

OF  PROSPERITY  to  the  front  of  your  . 

It  impresses  your  patrons  with  your  progressive  spirit,  your 
desire  to  please  them.   It  gives  your  box  office  an  atmosphere 
of  QUALITY — of  crisp,  business-like  service. 

Successful  exhibitors  everywhere  will  echo  the  above. 

They'll  tell  you  the  stamps  your  enterprise  with 

success.   That  it  is  practical,  profitable  and  should  be  a 
part  of  every  progressive  exhibitor's  equipment. 

They'll  tell  ycu  it  banishes  old-time  slips,  uncertainty, 
confusion.   That  it  avoids  mixups.   That  it's  accurate,  un- 
filing, ever  watchful.   That  it  shows  you  IN  A  JIFFY  how 
men  cash  there  is  on  hand. 

That  it  makes  your  bookkeeping  easy,  convenient,  condensed. 
That  it  gives  you  ABSOLUTE  PROTECTION  every  hour  your  show  is 
open  throughout  the  year. 

They'll  tell  you  this  protection  is  worth  A  THOUSAND  TIMES  the 
cost  ! 

YOU  CAN  AFFORD  TO  LISTEN  TO  THESE  SUCCESSFUL  MANAGERS. 
They're  not  men  who'd  recommend  an  unsuccessful  thing.   They 
are  live,  up-and-doing.   They  believe  in  equipment  that  repre- 
sents TIME-SAVING,  ACCURACY,  BETTER  SERVICE. 

Whatever  has  kept  you  from  getting  this  machine,  from  writing 
us  before,  BRUSH  IT  ASIDE.   Mail  the  enclosed  card. 

The  man  NOT  OPEN  TO  CONVICTION  closes  his  eyes  to  his  own  best 
interests  and  turns  his  back  upon  SUCCESS. 

We're  ready  to  FURNISH  POWERFUL  FACTS. 
Won't  hurt  to  LET  US  SEND  THEM  ON! 

Yours  very  truly, 


51 


My  Dear  Sir: 

Thank  you  for  your  inquiry  about  the 


We  are  positive  that  GETTING  THIS  MACHINE  would  prove  a  vital 
step  FOR  YOUR  IMMEDIATE  BENEFIT  AND  PROFIT.   A  step  that  will 
quickly  show  satisfactory  results  in  thoroughly  S-Y-S-T-E-M-A- 
T-I-Z-I-N-G  your  business. 

The  delivers  one  to  five  tickets  SIMULTANEOUSLY. 

It  instantly  records  each  ticket  sold  and  (the  register  being 
under  lock  and  key)  makes  you  S-U-R-E  of  your  cash  account  every 
moment,  NO  MATTER  HOW  FAR  FROM  THE  THEATER  YOU  MAY  BE. 

The  WON'T  LET  mistakes  occur. 

It  WON'T  LET  your  cashier  get  careless. 

It  WON'T  LET  there  be  any  uncertainty. 

It  WON'T  LET  the  patron  wait.  '  '  • 

It  WON'T  LET  you  worry. 

It  WON'T  LET  your  competitor  get  ahead  of  you. 

We  furnish of  all  denominations:  100,000  to  500,000  at 

per  thousand;  500,000  to  1,000,000  and  over  at  — ;  1,000,000 

and  over  at  —  (see  page  8,  our  catalogue) . 

Our  single  machine  is  for  shows  where  sales  average  400 

to  800  per  day,  on  one  price  .  Our  DOUBLE serves 

ANY  SIZE  ,  holds of each,  and 

sells without  re-loading.  With  THIS  ,  you 

can  sell , ,  at  the  same  time. 

(See  catalogue,  page  -. ) 

Tell  us  by  return  mail  the  CAPACITY  of  your and  the 

DENOMINATION  of  you  sell.  We  want  you  to  have  the 

EXACTLY  suited  to  your  needs — an 


Service  that  will  prove  an  endless  source  of  satisfaction  and 
safety. 

This  information  we  ask  DOES  NOT  OBLIGATE  YOU  IN  THE  LEAST. 
Send  it  today,  and  we  will  simply  write  you  our  SUGGESTIONS. 
We  can  install  the on  terms  satisfactory  to  you. 

Just  now  we  are  equipped  for  PROMPT  SHIPMENT,  and  hope  you  will 
get  your  specifications  to  us  at  once.  We  don't  say  this  to 

hurry  you,  but  the  demand  for is  such  that  a  delay  at 

this  time  might  retard  its  delivery  to  you,  should  you  decide  to 
order. 

Feeling  sure  you  will  find  it  profitable  to  give  us  this  informa- 
tion by  RETURN  MAIL,  I  am 

Sincerely  yours, 

SALES  MANAGER. 

'ii'iiuimiiiiiiiiiimiiiiiiiiiimimiii immu miiu.mi .m n.iriiiui imnimmmiiiiiiummimiimmimiimimmimmiimiii mm nullum muimmiuii ii.iiinmmui ■IIIMIIIIIIHIIIIIIIHK1 1 iMiiiimiiinimiiiim ::■ 


52  | 


GREAT  NEWS  !  I 

My  dear  Sir: 

Big  and  Bounteous  is  the  harvest  this  trip  in  our  "Golden  Egg 
Territory" ! 

Bigger  than  it's  been  for  SEVEN  YEARS! 

The  Farmer  is  Overjoyed! 

Bulging  crops  and  Bulging  bank  balances  ! 

And  you  can  bet  Pa  and  Ma,  and  daughter  Nell,  and  the  boys, 
Joe  and  Ed,  will  HAVE  THINGS  this  year! 

La,  yes  ! 

They've  fixed  their  minds  on  a  whole  flock  of  Fresh  Fixings  ! 
New  Home  Furnishings,  New  Personal  Apparel,  New  Farm  Improve- 
ments, Conveniences,  Implements,  Vehicles,  Harness,  etc., 

Right  now  "The  Golden  Egg  Territory"  of  S.  Dakota,  N.  E. 
Nebraska,  N.  Dakota  and  S.  W.  Minnesota  holds  out  a  ripe, 
rich  harvest  of  Jingling  Dollars  to  the  ADVERTISER! 

And  listen! 

There's  but  ONE  farm  paper  that  COMPLETELY,  THOROUGHLY  AND 

ABSOLUTELY  covers  this  Dollar-Yielding  Domain. 

YOU'VE  FOUND  IT! 

Tha ,  if  you  please. 

Fifty-five  thousand  guaranteed  circulation $3.50  an  inch, 

no  medicine  or  liquor  advertisements. 

Right  now,  today,  these  fifty-five  thousand  prosperous  farmers 
and  breeders  are  waiting  to  see  that  ad  of  yours. 

Right  now  other  Agricultural  and  Live  Stock  Advertisers  are 
getting  big  and  gratifying  results  through  our  Weekly  Magazine. 

Right  now  is  the  Real  Opportunity  to  market  your  product  in 
The  Golden  Egg  Territory  we  so  effectively  reach. 

Fight  now  I  hope  you'll  determine  to  tell  your  story  to  all  these 
fellows  in  the  Hour  of  their  Prosperity. 

THEY  WANT  YOUR  STUFF! 

WHY  SHOULD  YOU  IGNORE  THEM? 

Cordially  yors, 

Advertising  Manager. 

iiiiitii!tiM[iititiititii;iti!iiLiiti<itt]itMiiiiii!iiiiiiiiiiii[iii:!tiiiin:it!'ttt!iiiiiii[:nii:iiiiiitMiiitiiiiiitiiiitMi!iii :mniimiumtn:itmii  nii'iitmn-   i  ■  iifmiiitmiHiitMiiimmiiiMmmitiiiiitrin  m  ■riMicMNtiiniiiiiiiitiiiiiiiiiiiiiiiiiniminiii 


..  i.  ■  ■  ■  i. di.r, ;..'.!.. i 


53 


THE-FIRST-FIVE-MINUTES-OF-A-FIRE 
ARE-THE-MOST-IMPORTANT ! ! 


Dear  Mr. 


Why  not  have  YOUR  OWN  One-Man  Fire  Department  at  your  Imme- 
diate Beck  and  Call,  for  every  Nook  and  Corner  of  Your  Store, 
at  any  moment  of  the  day  or  night? 


A 


FIRE  EXTINGUISHER! 

—  is  a  Weapon  for  Destroying  Fire  in  its  incipiency, 


The  

SURER,  SWIFTER,  SAFER  than  any  other! 

It  Reaches  the  Vital  Spot  at  the  Vital  Second! 

It  is  Instantaneous,  both  in  Operation  and  Effect! 

It  is  a  wise,  wise  fire  precaution by  far  the  most  prac- 
tical and  potent  of  preventive  measures. 

The  Sprinkler  System  may  reduce  your  insurance,  and  has  its 
other  virtues,  but  YOUR  STORE  MUST  BE  ACTUALLY  BURNING  before 
it  goes  into  action,  and  even  if  effective,  the  water  damage 
is  almost  as  great  as  the  fire. 

NEVER  LETS  THE  FIRE  REACH  THE  SPRINKLER- OPERATING 

STAGE therefore,  no  damage  except  in  the  one  small  area  where 

it  started! 

,  you  know,  puts  out  oil,  paint,  benzine  or  gasoline 

fires  when  water  only  FEEDS  them;  the has  50  feet  of 

Lose,  shoots  a  90-foot  stream,  can  be  squeezed  through  narrow 
places  and  rushed  ANYWHERE  in  jiffy-time. 

We  hope  that  right  now,  today,  BEFORE  THE  FIRE,  you  will  look 
into  this  DOUBLY-SURE,  WORRY-AND-RISK  REDUCING,  Fire  Protec- 
ion. 

May  we  hope  to  hear  from  you  right  away? 

Yours  very  truly, 


HnmnHMMMnMmwi 


itlimillHUIIIIIIIIIllHi;  i     I  IlillllllllllltlUIIlT 


umiimiiiiiiiinmiii  ,  iuiiI'cik.iisii'jm] 


54  I 


My  dear  Sir: 

Wait  ! 

One  moment,  please! 

Many  a  serious  Fire  Loss  is  suffered  by  people  who 
discover  all  too  late  that  their  insurance  has 
expired. 

They  FORGOT  ! 

No  man-of-af fairs  can  remember  EVERYTHING  ! 

YOU'RE  liable  to  do  the  same  thing perish  the 

thought . 

There's  a  way  to  prevent THE  WORRYLESS  WAY  I 

I've  a  system  for  keeping  track  of  policy  renewals. 

IT  NEVER  FORGETS. 

And  it's  at  your  service. 

Fill  out  the  enclosed  post-card,  giving  dates  of 
your  expirations,  and  I'll  pledge  myself  to  remind 
you  in  ample  time. 

There'll  be  ABSOLUTELY  NO  OBLIGATION  on  your  part, 
to  insure  with  me,  though  if  you  INSIST,  I'll  be  glad 
to  write  you  a  policy,  because  I'd  like  to  see  you 
in  a  good  company. 

The  ,  as  you  may  know,  stands  at  the  TOP! 

Before  you  "FORGET" fill  out  this  card  and  mail 

it,  TODAY! 

Very  truly  yours, 


UlMiiitiimiiiNiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii (Miiiiiiiimii:Miiiimii)iii!ii in irtiiiiriiiiiuiiHiiiiiNiiMiJiimiiitimii tinm iiiiiiiiiin:iiii(>iiiiiiiii>i:iiiiii>iiii[ii'itmiuiiiiiiiiiiiiiiitmiiiimiiiiiiimiiiii[|>iiiiiiiiiiiii  niiiiinmiii! i(:iiiiiimiiiiii!iiiiniii:iiiiKiitiiNiiii!iiiiitiiiniiiiiiiiiwiMililiiiiiiiiiiHi:iiiiMifnimiiii ifiiiititftiiMii«i«ililitnilllMllliMO 


55  I 


"THAT  EXPLAINS  WHERE  MY  CLOTHES-LINE  WENT  TO!" 

1 

I 
= 

1 


SAID  AN  IOWA  WOMAN  WHO  FOUND  HER  HUSBAND 
HAD  HUNG  HIMSELF  IN  THE  BARN. 


Dear  Mr. 


•Tis  true,  the  above  is  a  grewsome  incident  to  illustrate  a 
point,  and  it  has  nothing  whatsoever  to  do  with  my  store,  but  I 

simply  v/ant  to  show  that  everything  has  an  explanation a 

reason. 

There's  a  real,  red-blooded,  vital  reason  why  you  should  let 
write  your  Fire  Insurance. 

I  mean  a  business  reason a  reason  that  has  real  advantages 

in  it  for  YOU! 

The ,  ,  and  companies  are  right 

up-to-the-minute  in  method,  broad-gauged  with  policy-holders, 
quick  and  just  in  their  settlements,  reliable,  prominent, 
powerful. 

Yes,  indeed!   I  am  here  before  you  with  Insurance  that  Insures; 
I  don't  want  to  merely  deliver  your  policies,  collect  the 

premium  and  forget  you  until  expiration  time I  want  to  give 

you  SERVICE;  to  take  care  of  your  insurance,  watch  your  ex- 
pirations, save  every  dollar  for  you  I  can,  give  you  every 
advantage  in  my  power,  and  in  all  ways  look  after  YOUR 
interests  as  keenly  as  those  of  my  companies. 

You  want  the  BEST  protection  at  the  very  LOWEST  price  it  can 
be  bought  for THAT'S  WHAT  I  CAN  GIVE  YOU! 

Maybe  your  insurance  is  costing  you  more  than  it  should,  or 
maybe  it  doesn't  as  THOROUGHLY  PROTECT  you  as  it  might,  or 
maybe  you  want  BETTER  SERVICE  GENERALLY. 

Now,  there's  a  card  enclosed:   Maybe  if  you  fill  out  your 
expirations  on  it  and  mail  to  me,  you'll  be  mighty  glad  you 
did;  it's  likely  to  save  you  some  BIG,  ROUND,  JINGLING 
DOLLARS  ! 

And what's  more  vitally  imporant- BRING  you  more  j  ingling 

dollars  if  you'd  happen  to  have  a  little  bonfire  down  your  way. 

Let  me  show  you  my  "Wares"  anyway no  harm  done  if  you  decide 

to  stick  to  what  you've  got. 

Why  not  mail  this  postal  while  the  thought's  fresh  in  your 

mind?  Whirl  'round  in  your  office  chair  and  do  it  NOW 'tis 

a  turn  for  the  BETTER ! 

i 
Yours  for  just  a  Little  Share, 

""""'" ■ 


56 


Dear  Sir: 

Listen  to  this. 

Listen  to  it  C-L-O-S-E-L-Y. 

It  means  D-O-L-L-A-R-S  to  you.  MANY  of  them  in  the  course  of 

the  year ! 

Your  store  and  fixtures  are  insured.   You've  taken  out  fire 
insurance  in  the  regular  way.   You  were  right  to  do  this,  of 

course BUT  you  didn't  know,  most  likely,  about  

and  its  big  saving  and  great  benefits. 

is  the  better,  newer  kind.   Gives  you  the  same 


protection  AT  A  MUCH  LOWER  COST!   Ha!   That  interests  you- 
well,  HERE  ARE  A  FEW  STARTLING  FACTS: 

YOU  CAN  SAVE  390  OUT  OF  EVERY  DOLLAR  YOU'RE 
NOW  PAYING  THE  REGULAR  FIRE  COMPANIES ! 

You  can  know  that  BUT  ONE-FIFTH  OF  YOUR  


DOLLAR  goes  for  company  operating  expense ; 
You  can  be  sure  that  NONE  of  it  goes  to  stockholders  as 

dividends  ; 
You'll  be  positive  that  only  60  of  it  is  set  aside  for 

"bad  moral  hazard"  ; 
You'll  be  sure  that  740  of  it  is  reserved  to  pay  legitimate 

losses  and  PROFITS  BACK  TO  YOU! 

If  you  join  this  Exchange  you  not  only  save  390 

of  every  dollar  you  now  pay  for  fire  insurance,  but  you  get  the 
same  protection  and  receive  a  profit  in  addition. 

if  you  adopt  at  once,  it's  just  like  being  a 

stockholder  in  a  big  insurance  company,  and  getting  your  share 
of  its  profits  while  immediately  reducing  the  cost  of  your  own 
insurance.   It  is  like  PAYING  TO  YOURSELF  money  that  used  to 

.eave  your  pockets  NEVER  TO  COME  BACK  AGAIN! 

It's  simply  joining  a  number  of  first-class  concerns  in  your 
line,  banded  together  to  protect  each  other  against  fire  loss, 

ider  a  plan  that  gives  each  his  insurance  at  a 
T-R-E-M-E-N-D-O-U-S  saving. 

'ou  simply  CAN'T  afford  to  overlook  this.   Every  up-to-the- 
linute  businessman  is  on  the  sharp  lookout  for  things  that 

•educe  the  COST  of  doing  business and  insurance  is  a  mighty 

>ig  item an  important  one,  too! 

frite  me  today  for  FULLER  information;  you  should 
I-N-V-E-S-T-I-G-A-T-E  without  a  minute's  delay.   It  means  big, 
round  dollars  in  your  pockets,  and  still  JUST  AS  BIG  indemnity 
in  case  you've  a  fire  loss. 

Don't  put  this  off,  look  into  it  at  once;  you  will  be  glad  you 
lid.   Fill  in  the  enclosed  postal  and  DROP  IT  IN  THE  VERY  NEXT 

Yours  for  a  Big  Saving, 


iivi  wtmmmmm 


Yours  very  truly, 


57  i 

Dear  Sir: 

You  haven't  answered  my  recent  letter  about  . 

Guess  you've  been  too  busy. 

BUT  IT'S  AN  AWFULLY  IMPORTANT  THING  FOR  YOU! 
You  shouldn't  let  it  go  another  day  without  full  investi- 
gation. 

Live,  resourceful  merchants  everywhere  are  taking  up 

every  day. 

To  them  it  means  "a  boon  and  a  blessing." 
IT  STOPS  A  BIG  MONEY-LEAK! 

It's  simply  EVOLUTION A  GREAT  STEP  FORWARD!   It's  the  saner 

and  more  economical  way  of  protecting  a  stock  against  fire 
loss.   It  PUTS  A  STOP  to  paying  out  gigantic  profits  to  stock- 
holders of  insurance  companies  ! 

i 

Serious,  far-seeing  Businessmen  everywhere  are  readily  adopt- 
ing   .   A  thing  they'd  long  been  waiting  for! 

A  way  to  TURN  TO  THEIR  OWN  POCKETS  profits  they  have  long  paid 
to  others. 

YOU  SHOULDN'T  BE  CAUGHT  NAPPING  on  such  a  vital  proposition! 
YOU  SHOULD  MAKE  THIS  THING  AN  IMPORTANT  BUSINESS  MATTER  WHICH 
REQUIRES  YOUR  IMMEDIATE  ATTENTION  THIS  VERY  DAY  ! 
Don't  turn  your  back  upon  a  390  saving  out  of  every  dollar  you 
pay  the  fire  companies  now.   Really,  you  CAN'T  AFFORD  to  do 
it.   It's  TOO  BIG  AN  ITEM  TO  LET  GO  BY! 

Let  me  personally  assure  you  of  ONE  thing:  YOU  will  be  as 
highly  enthusiastic  over  as  all  the  other  excel- 
lent concerns  that  have  joined  this  Exchange.   You'll  even 
REGRET  you  didn't  take  it  up  long  ago. 

So,  I  urge  that  you  ACT  IMMEDIATELY that  you  at  once  fill 

out  enclosed  card,  which  brings  you  complete  information  by 

return  mail. 

I  can  furnish  you  any  number  of  powerful  testimonials  from  big 

concerns  and  big  businessmen  who  have  adopted  — 

and  are  intensely  satisfied  with  it. 

THEY  wouldn't  go  back  to  old-time  fire  insurance  methods  for 

anything. 

THEY  poured  their  money  into  the  coffers  of  these  concerns 

LONG  ENOUGH. 

I  hope  to  hear  from  you  by  return  mail.   YES,  RIGHT  AWAY! 

i 

Send  off  that  card  the  very  next  thing  you  do IT'S  A  MONEY- 
MAKING  MOVE  ON  YOUR  PART. 


.KI'iKliHIIMIifim  III  U l.lTNisrUHlli  HI  II l.llllillKH 


Manager. 

■miiiiiiiiwiwh— ihmwihiii miwiMiiimiiiniinnnr  in    " .-.—.—. J= 


58 
Dear  Sir: 

My  third  letter  to  you  about 

I'm  a  bit  mystified  as  to  why  we've  had  no  response. 

The  immense  saving  and  big  benefits  SURELY  have  some  weight  with 
you.  It  may  be,  however,  that  you  have  not  fully  grasped  the 
situation.   If  this  is  so,  I  want  a  chance  to  MAKE  EVERYTHING 
CLEAR  TO  YOU. 

You  need as  badly  as  any  other  progressive,  in- 
telligent merchant  who  wants  to  cut  down  his  overhead  expense  and 
yet  have  the  surest  possible  protection  in  case  of  fire. 


I 


THIS  IS  EXACTLY  WHAT 

HOLDS  OUT  TO  YOU  RIGHT  NOW! 

1 

The  figures  I  can  furnish  by  return  mail  will  not  only  astonish 
you — they  will  C-O-N-V-I-N-C-E  you,  and  mighty  quickly,  that 
is  the  thing  for  you  to  connect  with  IMMEDIATELY. 

With  your  present  insurance,  you  must  have  a  fire  in  order  to 
cash  in  on  your  premiums.  If  you  never  have  one,  you  contribute 
thousands  as  dividends  to  Directors. 

cuts  out  bad  losses — we  all  know  each  other  in 

this  Exchange,  and  the  "fire  bug"  never  gets  in.   By  eliminating 
him,  we  get  full  indemnity  for  our  own  losses  and  cut  the  premium 
rate  WAY  DOWN. 

HOW  DOES  THAT  STRIKE  YOU? 

! 

i 

The  moment  you  employ ,  you  stop  the  eternal 

P-A-Y-I-N-G  into  the  pockets  of  others,  and  you  pay  something  to 
yourself,  and  get  the  strongest  protection  in  the  world. 

Again  I  send  you  the  postal  to  fill  out,  which  simply  indicates 
you  are  INTERESTED— nothing  else.  With  this  postal,  if  you'll 
send  one  of  your  policy  forms,  we  will  make  up  "A  Specimen 

Policy"  in ,  simply  for  your  inspection — there's 

not  the  slightest  obligation  on  your  part  to  accept  it. 

I'm  SURE  you'd  be  interested  the  moment  you  glanced  over  this 

policy. 

i 
i 

Give  the  matter  your  serious  attention  TODAY.   Don't  "Let  It 
Wait  !"  Forward  the  postal  and  policy  form  and  simply  BE  OPEN  TO 

CONVICTION.   ,  with  its  countless  advantages, 

will  do  the  rest. 

On  the  Great  Clock  of  Time,  there's  but  one  word:  "Now!" 
A-C-T   R-I-G-H-T   A-W-A-Y! 

Yours  very  truly, 


59 


IMPORTANT  NOTICE  TO 

WHOLESALE  BAKERS  ! 

Gentlemen: 

I  am  prepared  to  immediately  save  you  from  50%  to  75%  on  all  the 
Flavoring  Extracts  you  use.   I  can  at  once  furnish  you  with  a 
Complete  Set  of  Guaranteed  Formulas  for  making  your  own 
Flavors  and 

SAVING  ALL  YOU'VE  BEEN  PAYING  THE  FLAVOR-MAKERS! 

My  business  for  years  has  been  the  manufacture  of  Pure  Extracts. 
I  therefore  know  how  the  BEST  are  made,  and  just  what  they  have 
been  costing  you. 

I  am  in  position  to  offer  you  a  Complete  Set  of  Formulas 

for  $25.  These  formulas  will  be  sold  you  with  the 

GUARANTEE  OF  ABSOLUTE  SATISFACTION  OR  MONEY  BACK! 

You  can  hardly  afford  to  neglect  this  Big  Opportunty  for  Saving, 
and  Increased  profits,  nor  neglect  to  answer  this  letter  right 
away. 

I  want  you  to  be  Perfectly  Satisfied,  however,  before  you  buy 

this  set  of  formulas,  so  request  that  you  mail  the  enclosed  card 

immediately it  will  promptly  bring  you 

I 

A  SAMPLE  OF FLAVOR 

made  from  these  formulas.  You  will  find  it  as  good  as  anything 
you  ever  bought  and  that  the  time  has  come  to  make  your  own  ex- 
tracts and  save  hundreds  of  dollars  annually. 

M-A-I-L  T-H-A-T  C-A-R-D  T-0-D-A-Y !  ! 
You'll  be  MIGHTY  GLAD  you  did  !  It's  a  money-making  move  on  your 
part  ! 

Yours  for  Extract  Economy, 


■ 


60 


"THE  CALL  OVER  THE  COUNTER!" 

Dear  Sir: 

We  know  you're  practical-minded,  resourceful,  alert.  You're  out 
for  BIGGER  SALES  on  anything  you  sell.  Like  every  other  Live 
Merchant,  you  judge  of  an  article's  merit  by  The  Call  Over  The 
Counter  ! 

LISTEN!  LISTEN  HARD!  ! 

If  you  want  to  quickly  add  GET-UP,  GINGER  AND  GUMPTION  to  your 

Flour  Sales,  you  want  to  Connect  Up  Mighty  Quick  with  our 

and Flours  ! 

THEY  ARE  SALES  SPEEDERS  AND  SATISFACTION  SPREADERS!   EACH 
IS  A  REAL,  TRUE,  TRIED,  TRIUMPHANT  BAKER!   Each  makes  an 
Instantaneous  Hit  with  The  Woman  at  The  Bake  Oven!   It's  SHE 
that  has  a  whole  lot  to  do  with  th  size  of  your  flour-sales  as 
the  months  roll  'round! 

and  ARE  THE  KIND  OF  FLOURS  THAT  MAKE  MRS. 

JONES  LEAN  OVER  THE  FENCE  AND  TELL  MRS.  BROWN!! 


and  win  a  never-ending  "call  over  the 


counter"  wherever  they  land!  Hadn't  you  better  get  to  figuring 
mighty  hard  about  adding  them  to  your  List  of  Trade  Attractions 
right  away? 


is  the  Peer  of  Pure  Soft  Wheat,  Highest  Patent 


Flours,  and  doesn't  Low-Bridge  to  any  Hard  Wheat  Flour 

in  Creation!  This  isn't  idle  boast we  BACK  IT  with  A  MONEY- 
BACK  GUARANTEE  THAT  MEANS  SOMETHING! 

We  hope  you'll  promptly  consider  a  SWITCH  to  these  Trade- 
Tempting  Brands!   They'll  put  Vim,  Vigor  and  VELOCITY  into  your 
flour-sales  right  from  the  start,  and  incidentally  inject  more 
speed  into  the  sales  of  OTHER  merchandise  you  carry! 

Why  not  write  us  at  once  how  soon  you're  due  to  send  in  another 
flour  order?  Somehow,  we're  right  positive  YOU'LL  BE  DOWNRIGHT 
GLAD  YOU  DID  ! 

Yours  very  truly, 


61  I 


Dear  Sir: 

Barnum,  the  circus  man,  was  WRONG! 

He  had  a  Bug  in  his  Dynamo  when  he  said  "People  Like  To  Be 

Humbugged  !" 

THEY  DON'T!   Now-a-days,  THEY  WANT  WHAT  THEY  PAY  FOR! 

Humbug  Flour  is  a  Trade-Frightener. 

High-grade  Flour  is  a  Trade-Brightener ! 

RIGHT  NOW  you  should  decide  to  give  your  Custom  the  SUPREME 

THING  IN  FLOUR,  our  and  ! 

THESE  TWO  BRANDS  WILL  BOOST  YOUR  BALANCE  AT  THE  BANK! 
THIRTY  YEARS  OF  KNOWING  HOW  GOES  INTO  EVERY  BLESSED  SACK! 

Our  Perfect  Products  are  the  result  of  EXPERIENCE,  not  Experi- 
ment ;  our  Milling  Methods  are  Strictly  Down-To-NOW ! 


and  are  Sure,  Steady  Sellers.  stands  for 

Business  Rushing  and  for  Unceasing  Trade  ! 

WHAT  THEY'VE  DONE  FOR  OTHER  LIVE  DEALERS  THEY'LL  DO  FOR  YOU! 
You  can't  keep  satisfied  People  from  TALKING-' specially  the  good 

housewives  !   The  moment  you  sell  and  ,  the 

Good  Gossip  about  BETTER  BAKING  RESULTS  will  get  out  among  the 
women-folk,  YOUR  FLOUR  TRADE  WILL  TAKE  ON  A  NEW  SPEED  AND  YOU'D 
BE  YELLIN'  BACK  FOR  ANOTHER  CAR  IN  JIFFY-TIME ! 

Get  Aboard  the  Quality  Line-Only  Swift  Route  to 

Satisfactionville!  It'll  be  a  MONEY-MAKING  MOVE  ON  YOUR  PART! 

is  a  Pure  Soft  Wheat,  Highest  Patent  Flour.  

is  a  Pure  Hard  Wheat,  Highest  Patent  Flour.  You  can  sell  them 
both  with  an  IRON-BOUND  MONEY-BACK  GUARANTEE  and  know  'way  down 
deep  within  you  that  THEY'LL  BRING  DOWNRIGHT  BAKING- JOY  INTO 
EVERY  HOME  THEY  GO  TO ! 

These  Faultless  Flours  Form  Firm,  Fast  Friends  for  KEEPS! 
Hadn't  you  better  let  us  quote  you  on  'em  right  away? 

Yours  very  truly, 


62 


Dear  Sir: 

Maybe  you've  heard  the  story  of  the  fellow  who  fixed  the  pump.  He 
sent  in  a  bill  something  like  this: 

To  repairing  your  doggone  pump.  .  .  $  .75 
To  KNOWING  HOW 5.00 


$5.75 


KNOW  HOW  is  the  Stuff  that  Made  the  Japs  Capture  Port  Arthur! 

KNOW  HOW  is  the  Stuff  in  our  and flours  that'll 

Capture  for  YOU  the  biggest  flour-trade  you've  ever  had  I 

THIRTY  YEARS  of  Know  How  ought  to  inject  the  Quintessence  of 
Quality  into  'most  ANY  article,  oughtn't  it? 

Our  faultless  is  a  supreme  soft-wheat  wonder  for 

delicious  biscuits,  pies,  cakes,  pastry!  Southern  folks  can 
make  light  bread  and  rolls  with  it  that'd  melt  in  your  mouth! 
They  KNOW  HOW  ! 

Our  famous  is  a  hard-wheater  in  High  Degree,  that  for 

Bread,  Rolls  and  Biscuit  wins  the  housewife  hands  down!  She 
finds  'nary  a  coarse,  dark,  tasteless  loaf  in  a  thousand  sacks! 

Ycu  can  personally  assure  each  and  every  customer  of  a  Much- 
Better  Yield,  Much-Better  Color  and  Much-Better  Flavor;  you 

could  take  your  oath  on and making  the  best 

of  EVERYTHING and  the  town  constable '11  never  run  you  in  for 

perjury,  either! 

We've  a  large  list  of  dealers  who  positively  declare  our  flours 
surpass  in  Yield,  Flavor,  Color,  Grain  and  Uniform  Baking 
Satisfaction  EVERY  OTHER  FLOUR  THEY'VE  EVER  SOLD!   You'll  be 
doing  the  same  thing  if  you  make  up  your  mind  to  speedily  make 
our  Business-Building  Brands  your  Best  Bet ! 

Let  us  hear  from  you,  whether  you  wish  to  order  or  not. 
Tell  us  freely  and  Frankly  and  Fully  just  how  you  feel  about  this 
flour  proposition.   Nothing  like  swapping  sentiments  about 
these  things  sometimes — maybe  it'll  result  to  our  mutual  profit. 

WHY  NOT  WRITE  TO  US  TO-DAY?  To-day's  better'n  To-morrow; 
it  always  WAS  ! 

Yours  very  truly, 


HlMmmiimim'imiiiu.iii'm.i  ll    m  n    u   m  im«iiimmm;ilroni:ilnilimiiiMmilol!iMni^^ 

63  1 


Dear  Sir: 

That  thing  called  TRUTH  is  something  like  the  Arnica  a  fellow 

puts  on  a  Burn STINGS  LIKE  BLAZES  BUT  GOES  STRAIGHT  TO  THE 

SPOT! 

It  hurts  when  we  must  say  there  are  a  whole  raft  of  flours  not 

NEAR  as  good  as and ,  but,  By  Jings,  it's 

the  TRUTH,  Tried,  Tested,  Triumphant!! 

There's  a  BEST  in  Everything in  Soft  Wheat  Flour  it's 

;  in  Hard  Wheat  Flour  it's ,  and  tryin*  to 

imitate  it  is  just  like  Firing  at  Armour-plate  with  a 
Bean-shooter!  We  don't  want  to  seem  boastful,  but  we're 
SURE  of  the  superiority  of  our  products  with  a  kind  of  THIRTY- 
YEAR  CONVICTION,  see? 

Folks  have  crowned the  prize-winner  of  Biscuit- 
Pie-Cake-Pastry  flours,  and  it's  dear  to  the  heart  of  Southern 
people  for 'making  light  bread  and  rolls  (they're  MAGICIANS 
with  soft  wheat  flour!) 

walks  away  with  the  Laurels  when  it  comes  to  a  down- 
right Dependable  BREAD,  ROLL  and  BISCUIT  maker  and  an  Every-pur- 
pcse  Family  Flour. 

YOU  WANT  THESE  ENDLESS  REPEATERS  RIGHT  NOW  TO  OFFER  TO  YOUR 
TRADE!  MOST  LIKELY  YOU  WANT  TO  SELL  ALL  THE  FLOUR  YOU  CAN. 
YOU  CAN'T  NAIL  A  BIG  TRADE  WITH  HAPHAZARD  FLOUR.   YOU'VE  GOT  TO 
POUND  'EM  WITH  SOMETHING  STRONGER!  BETTER  QUALITY'S  THE  ONE 
AND  ONLY  THING  THAT  MAKES  THE  BIG  HIT. 

and  are  Soaring  on  the  Top-most  wave  of 

Popularity  with  Wise  Housewives  Everywhere.  They're  both  SELF- 
SELLING  flours— — after  you've  sold  the  housewife  ONE  sack,  she 
comes  back  and  asks  for  'em  of  her  own  accord. 

So,  if  you're  in  Dead  Earnest  about  More  Flour  Profit,  Mister, 
take  ycur  pen  in  hand  and  tell  it  to  Yours  very  truly, 


::;:.::.:■  i  .,-,        ,   ;  m      ;u  ,.\  ,,■  ,   n  :.  ■:-  ,:;■ 


64 


SPECIAL. 

Dear  Sir: 

I  decided  to  write  you  personally  today,  for  a  little 
information. 

I'd  like  to  know  whether  you  could  give  our  flour 
a  THOROUGH  SELLING-TEST  at  the  earliest  possible  date? 

If  not,  will  you  do  me  the  kindness  to  frankly  write  me 
WHY,  in  the  enclosed  envelope? 

My  idea  in  bringing  this  urgently  to  your  special  attention 
today,  is  just  this:   I  noticed  your  name,  this  morning,  on 
our  "Unconvinced  Dealers"  list.  I 'm  curious  to  know  why  it 's 
there,  because  we  now  have  a  fine  large  list  of  dealers  who 
positively  declare  our  flours  surpass  in  Yield,  Flavor,  Color, 
Grain  and  uniform  Baking  Satisfaction,  EVERY  OTHER  FLOUR 
THEY'VE  EVER  SOLD. 

Our  high  grade,  short  patent  flour  has  made  more 
money  for  them. 

It  will  make  more  money  for  you. 

YOUR  VERY  FIRST  TRIAL  OF  IT  WILL  PROVE  THIS  TO  YOU: 
THEN  I  KNOW  YOU  WILL  REGRET  NOT  HAVING  SOLD  IT  BEFORE. 

Our  great  and  growing  family  of  Convinced  Dealers 
know  they  are  selling  the  very  highest  grades  southwestern  flour 
milled  in  America. 

The  housewife  finds  'nary  a  coarse,  dark  tasteless 
loaf  in  a  thousand  sacks. 

I  can  personally  assure  your  customers  of  a  much 
Better  Yield,  much  better  Color,  much  Better  Flavor,  and  YOU  a 
much  Better  Balance  at  the  bank,  if  you  will  write  me  today 
stating  just  when  you  would  consider  giving  us  a  trial 
order. 

Hoping  to  hear  from  you  by  return  mail,  and  feeling 
sure  it  will  result  to  our  mutual  profit,  I  am, 

Sincerely  yours, 


ivirii      ■•■;..;..    '    i. -i(it    'il>i;.'.i'  >i<    i;i  ,,..,■  ::-i  -  .,  ,  ■■  ■■      .  's.iir i.'l'  .::■■.;■'■■!  "    r 


65 


Gentlemen: 

Our will  soon  walk  in  on  you. 

He  wants  to  interest  you  in  the  very  best  line  of  Men's 

Fur-Lined  Coats  you've  ever  looked  at in  Galloway, 

Russian  Calf,  Manchurian  Dog,  black  Horse-Hide 
and  Coonskin. 

We  have  our  own  factory  here,  are  pretty  close  to 
you,  and  the  freight  saving  is  a  big  item. 

You  will  save  big  money  by  buying  from  us. 
You  will  get  better  Skins  and  more  dependable  Gar- 
ments. 
You  will  get  Better  Service,  Prompt  Shipment;  in  fact 

you  will  find  it  a  Money-Saving  Move  to  await  

coming  and  carefully  inspect  our  line. 

We  make  these  Coats  ourselves,  we  know  what's  in  them 
from  start  to  finish,  and  you  can  always  go  "behind  the 
scenes"  in  a  Coat  and  find  the  RIGHT  STUFF. 

We  know  our  line  will  Hit  the  Bull's  Eye  of  Your 
Expectancy,  give  Your  Trade  The  Greatest  Satisfac- 
tion, and,  incidentally,  BOOST  YOUR  BALANCE  AT  THE 
BANK. 


Watch  for 


Very  truly  yours, 


■  ■  ■ 


■ 


n.:,i"  n  ■:        ■  'I  ■■-■'     ■■   " 


66 


Dear  Mr. 


Let  it  sorta  sink  into  your  soul  that  we  thoroughly  appreciate 
every  dollar's  worth  of  business  you've  ever  done  here. 

We  hope  you,  too,  are  supremely  satisfied  and  will  still  be 

trading  at when  your  great-grand-children  are  men  and 

women. 

Outside  of  providing  you  with  the  things  you  want,  when  you  want 
them,  at  let-live  prices,  on  liberal  terms,  just  burn  it  in 
your  memory  that  this  store's  here  to  serve  you  in  every  way  it 
can. 

We  say  this  and  we  MEAN  it.   If  we've  ever  made  an  omission  in 
dealing  with  you,  'twas  an  Error  of  the  Head  and  not  of  the 
Heart. 

You  see,  it  isn't  all  a  cold  matter  of  Merchandise  and  Money 

with  us we  want  the  Fast  Friendship  and  Complete  Confidence 

of  EVERYONE  WHO  TRADES  WITH  THE  HOUSE  OF  

This  store's  Success  is  founded  upon  the  Solid  Rock  of  INTEGRITY, 
and  the  Firm  Faith  of  its  Debtors  and  Creditors  alike. 

Meeting  obligations  ON  THE  MINUTE  is  one  of  the  Vital  Reasons  of 
our  Steady  Growth  and  our  ability  to  accommodate  you  and  your 
neighbors. 

When  we  ask  you  to  call  without  delay  and  pay  the  amount  you  owe, 

,  as  we  do  now,  we  know  you'll  understand  that  your 

prompt  settlement  will  enable  us  to  just-as-promptly  ACCOMMODATE 
YOU  AGAIN,  when  you  need  it. 

So,  we're  sure  you'll  arrange  to  come  at  once  and  square  ac- 
counts, in  order  that  we,  in  turn,  may  meet  our  own  obligations 

on  the  dot. 

I 

Thank  goodness,  the  crops  have  been  unusually  good,  and  it  looks 
as  though  everybody  will  be  in  pretty  good  shape  all  around. 

Therefore,  we're  expecting  you  in  right  away,  and  we  can  quickly 
get  your  good  name  on  the  CREDIT  side  of  the  big  ole  book  we  keep 
to  ease  the  Pathway  of  our  Friends. 


i 


And  then,  too,  we're  just  downright  anxious  to  see  your  smiling 
face  again,  shake  hands  with  you,  swap  stories  and  the  like. 

Would  you  mind  writing  or  otherwise  notifying  us,  upon  receipt 
of  this,  just  when  we  may  expect  to  hear  your  welcome  "Howdy"? 

Sincerely  your  friends, 

"■"■"n""-'  .mnmumnmimmniiiiiimiMiiniwmmimiiiiiiitiini.iimiiiiiiiiur  Miuimmniiiipiiimmiiii^,:  ,:in.ii.-miiiiimtiumll««llli.««mim«li«llllcMl»«r 


■■I:   


67 


A  SATISFIED  CUSTOMER  IS  THE 
BIGGEST  PLUGGER  OF  'EM  ALL. 


Dear  Sir: 

You  remember  the  good  old  slogan  used  to  be  "A  Satisfied 

Customer  Is  The  Best  Advertisement" but  we've  brought  it  down- 

to-now,  as  above. 

It  tells  the  simple  story  of  this  store's  steady  growth 
and  hosts  of  friends,  all  in  one  year. 

SATISFACTION  brings  them  back. 

SATISFACTION  with  the  sterling  quality  of  our  goods;  our  stand- 
ing offer  to  refund  money  on  any  unsatisfactory  purchase;  our 
prompt,  polite,  painstaking  service. 

Let  it  sorto  sink  into  your  Soul,  Neighbor,  that  this  store 
would  be  downright  glad  to  have  you  for  a  Customer,  and  would 
prove  to  you  its  ability  to  provide  you  with  the  things  you 
want,  when  you  want  them,  and  at  LET-LIVE  PRICES. 

Burn  it  into  your  Memory,  too,  that  we're  here  to  serve  you 
in  every  way  we  can,  whether  your  purchases  be  large  or 
small. 

We  SAY  this  and  we  MEAN  it. 

You  see  it  isn't  all  a  cold  matter  of  merchandise  and  money  with 

us we  want  the  Fast  Friendship  and  Complete  Confidence  of 

EVERYONE  WHO  TRADES  WITH 

fe  hope  you'll  come  and  see  us  right  soon,  whether  you  wish 
o  buy  or  not. 

ou  are  always  welcome  to  visit  us  to  your  heart's  content. 

We're  always  glad  to  see  you  and  to  hear  your  welcome  "Howdy." 

Your  friends, 


:  ■  .  ■■',-..:::■..■'..  i.m 


68  I 


THE  TEN  COMMANDMENTS 

OF  THE 

HOUSE  OF  

1.  Thou  shalt  give  Dollar  for  Dollar  in  Full  Measure  of  True 

and  Honest  Merchandise. 

2.  Thou  shalt  make  Each  and  Every  Customer  thy  Fond,  Fast 
Friend,  remembering  the  Wise  Philosopher's  word:  "To 
Have  Friends,  You  must  BE  One." 

3.  Thou  shalt  Deal  Rigidly  upon  the  Principles  of  the  Square 
Deal  and  make  each  transaction  a  Shining  Example  of  the 
Golden  Rule. 

4.  Thou  shalt  Warmly  Welcome  the  Small  Euyer  as  he  were  a 
Princely  Patron,  and  Favor  the  Random  Customer  as  Freely 
as  the  Regular. 

5.  Thou  shalt  "Play  no  Favorites,"  but  make  Favorites  of  ALL. 

6.  Thou  shalt  Lead  all  Friends  from  the  Error  of  Long-Distance 

Trading for  the  Merchant-of-the-Mails  is  like  unto  the 

noisy  Circus  with  Paper  Promises,  that  cometh  and  taketh 
Much,  giveth  Little,  doeth  no  good  for  the  Community,  and 
is  Stone  Deaf  in  Your  Hour  of  Need. 

7.  Thou  shalt  have  One  Price  for  All;  and  that  Price  Fair, 
Righteous,  Reasonable. 

8.  Thou  shalt  Extend  the  Hearty  Hand  of  Helpfulness  to  the 
Thrifty  who  come  for  Accommodation;  thine  shall  be  an 
Open  House  with  an  Open  Heart. 

9.  Thou  shalt  be  Courteous,  Kind,  Just  and  Generous  to 
Everyone,  Sympathetic  in  the  Hour  of  Affliction,  Sincere 
and  Neighborly  ever. 

10.  Thou  shalt  Treasure  as  a  Priceless  Jewel  the  Full  Confidence 
of  the  Community;  thine  shall  be  a  Store  with  a  Soul,  where 
even  a  Blind  Man  shall  Receive  Honorable  Value  and  the  Little 
Child  may  come  alone  and  Buy. 


' 


miiMimmimiini    : 


imNUtiinitu   ■■   :      wmtmm  HMN 


.  ■  :■  ■  ■  :  


69 


EXTRA ! ! 
Gentlemen: 

For  $1  we  will  send  you  100  Brand  New,  Live,  Legitimate, 

UNUSED  Agents'  Names. 

i 
1 

Names  of  Real,  Reliable,  Red-Blooded  Men,  who  can  go  out  in 

the  world  and  SELL  THINGS  WITH  A  VENGEANCE! 

MEN,  not  mollycoddles,  who  are  SALESMEN  FROM  THE  GROUND  UP! 
Men  with  Ginger,  Gumption  and  Getability  in  them! 
Men  who  can  promptly  SPEED  UP  your  sales,  who'll  W-O-R-K  all 
hours  to  SELL  YOUR  STUFF  if  your  stuff's  right. 

Men  who  are  Ambitious,  Energetic,  Resourceful who  are 

Restless,  Rattling-Good  Money-Makers. 

Men  who  will  neither  Shirk,  Shuffle  or  Shilly-Shally. 

You  want  such  agents,  don't  you?  You  need  'em  right  now 

you  BET  you  do ! 

WAIT!  You  needn't  say  it of  COURSE  you've  heard  from  other 

list-peddlers  and  we  know  you've  bought  other  lists. 
DON'T  BUY  OURS  IF  YOU  DON'T  THINK  THEY  ARE  EXACTLY  AS 

REPRESENTED. 

JUT!   Get  this  in  your  mind  Good  and  Hard:   You've  never 

bought  's  lists,  and  once  you  do,  WE  WON'T  HAVE  TO 

CEEP  AFTER  YOU  TO  BUY  MORE  OF  THEM;  YOU'LL  DO  IT  OF  YOUR 
)WN  ACCORD. 

We  KNOW  HOW  to  find  good  Agents,  KNOW  HOW  to  keep  track  of 
,hem,  KNOW  HOW  to  sell  Good  Lists,  KNOW  HOW  to  keep  our  clients 
rtio  use  lists  year  after  year. 

)UR  LISTS  DO  THE  WORK  FOR  OTHERS,  AND  THEY'LL  DO  THE  WORK  FOR 
^OU.   So,  if  you're  seeking  SIX-CYLINDER  SALESMEN  who  can  go 
mt  and  LAND  THE  LUCRE,  send  us  a  dollar  today,  right  now,  for 
.00  names  of  JUST  SUCH  MEN. 

)urs  is  a  List  Business  foundedupon  the  Solid  Rock  of 

INTEGRITY,  and  we'll  bet  ONE  thing after  we've  sold  you 

ONE  list,  you'll  come  right  back  for  MORE. 

CONNECT  WITH  BETTER  AGENTS  AND  BIGGER  SALES  TODAY!      .   .  . 

Yours  for  Lucrative  Lists, 


iMMMaaHHnmiamMMMMUiHManaMMMBM 


70  1 
I 


My  dear  Sir: 

We  don't  know  whether  or  not  you've  ever  used  Gummed  Labels,  but 
v/e  DO  know  you've  never  used 

There's  a  dif. 

We  make  them  newer,  better,  brighter with  more  STICKTOITIVE- 

NESS  in  them. 

The Ad-Label  never  gets  lost,  it  stays  right  where 

ycu  put  it,  serves  its  purpose,  tells  your  story,  and  is  so 
inexpensive  you  can  use  them  as  carelessly  as  you  do  pins. 

Sealing  your  packages  with Ad-Labels  means  you  are  saving 

money,  saving  twine,  saving  time,  saving  trouble,  saving 

temper they  don't  come  undone,  don't  slip  off,  don't  tear 

off. 

re  make  them  in  a  number  of  snappy  colors,  and  print  them  with 
-our  name  and  ad  to  the  queen's  taste. 

[sed  for  labels,  or  stickers,  or  address  cards,  they  make 
■our  packages  look  mighty  slick  and  business-like  ;  they  show 
you're  an  up-and-doing  concern  with  your  eyes  on  the  ball. 

They  dress-up  your  package  and  show  that  you're  down-to-now  folks 
and  do  things  expeditiously. 

There  are  cheap  labels  on  the  market,  but  we  are  not  guilty 

the  kind  never  would,  could  or  should  be  cheap.  Our 

)rices  are  righteous,  and  our  labels  appeal  to  those  who  don't 

)uy  Bleary-Smeary,  Clap-Trap  Stuff. 

re  hope  you  will  some  day  give  us  a  trial  order.  If  you  do, 
it  follows  as  the  night  the  day  (as  Bill  Shakespeare  said)  that 
you'll  order  a  second  time  of  your  own  sweet  will. 

'ours  for  Labels  that  Lure  the  Lucre, 


. 


71 


Dear  Friend: 

We  won't  talk  shop  this  trip. 

Nope,  nary  a  breath  of  Hay  gossip.  This  letter  is  simply  to 

wish  you  the  compliments  of  the  season. 

I  want  you  to  know  this  isn't  just  simply  a  game  of  Hay  and 
Pay  with  me.   There's  a  world  of  other  satisfaction  in 
knowing  our  friends  are  with  us  strong,  that  we're  getting  on. 
For  every  friendly  word  spoken  for  us  is  a  boost  toward  the 
Big  Goal.   Lucre  isn't  everything.  LAURELS  are  worth  some- 
thing.  Laurels  and  loyalty the  loyalty  of  those  with  whom 

we're  dealing  day  after  day. 

You  see,  I'm  just  the  plainest  kind  of  plain  folks  myself,  and 
I  like  to  deal  with  plain  folks.  They  are  my  kind.  I  feel 
perfectly  at  home  with  them.   They  feel  at  home  with  me.  In 
fact  we  get  along  famously.   You  may  remember  what  a  great  man 
said: 

"GOD  MUST  HAVE  LOVED  THE  PLAIN  FOLKS.   HE  MADE  SO 
MANY  OF  THEM.  " 

So,  with  Santa  Claus  peepin'  around  the  corner  and  everybody 

thinking  of  everybody  else and  me  grinding  away  here  in 

my  shirt  sleeves,  smokin*  a  fragrant  Fleur  de  Alfalfa  that 

one  of  my  shipper  friends  handed  to  me well,  I  just  kinda 

elt  like  passing  the  good  cheer  along,  in  the  hope  that 
Jhristmas  day  may  hold  a  thousand  joyous  thrills  for  you  and 
ill  your  loved  ones;  that  your  missus  and  kids  are  as  joyously 
lappy  as  me  and  mine — that  the  festive  Yuletide  spirit  may  be 
,here  in  your  midst  with  bells  on. 

'or  happiness  is  a  thing,  we  all  know,  that  we  must  GIVE  in 
irder  to  RECEIVE.   Saith  the  wise  Bard: 

"TO  HAVE  FRIENDS,  YOU  MUST  BE  ONE!" 

!c I'll  let  it  go  at  that,  I  guess,  and  get  back  to  the 

;rim  grind  again leaving  you  my  warmest  good  wishes  for  a 

lerry,  merry  Christmas,  and  a  New  Year  filled  to  overflowing 
with  bright,  fresh,  endless  possibilities  of  prosperity  and 

happiness in  fact  all  the  bounteous  benefactions  that  the 

Goddess  of  Good  Fortune  may  be  able  to  pour  out  upon  you. 

Believe  me, 

Ycur  sincere  friend, 


i'lUMlllinimiln rii!<:ri:inini|  r:,i«i, iciiMfiiNi. .mm, i,i, im. mini, iininiN, mimmmmm.:, „,„„,„ in imiiiniimi 


.       .  i      u,,,,.  ,;.:  ,,,■  ■         inn    ■■  .1::.      .:■■,      'i,    !<tii    ■;.    ;,      :,.r    ;■.:,.■.,■    ..      ;       i:    :.    .'...:■'    .,,:  ■■:■    m;;r,i    iiii.ii;    -i    ■  i . :  ■  rt !  I    -\.  \  ■    :■!,  ,       ,      \r 


72  1 


Dear  Sir: 

We  want  Red-blooded  Agents  to  sell  The — . 

It  sells  for  $35  and  to  the  agent  for  $25. 

He  can  buy  his  sample  on  installments,  $5  cash  and  $5  a 

month.  He  can  sell  the on  installments,  too.   He  can 

have  his  money  back  in  30  days  if  it  doesn't  prove  a  great, 
big  money-maker  for  him. 

Could  anything  be  more  fair,  riskless  and  reasonable? 

Now,  as  to  the  KIND  of  agents  we  want  and  the  KIND  of 

Article  The  is:   LISTEN  I 

We  want  Agents  who  have  the  Persistency,  the  Persuasion 
and  THE  PUNCH.  People  with  Ginger,  Get-up  and  Gumption 
in  them,  who  are  Salesmen  From  the  Ground  Up.   Such  Men 

can  build  up  a  Fine,  Large,  Profitable Business, 

both  in  Cash  Sales  and  on  the  Installment  Plan,  as  The 

is  conceded  ar  almost  Miraculous  Appliance  in 

Assisting  Nature  to  Overcome  All  Forms  of  Disease. 

It  saves  Hundreds  of  Dollars  in  Doctor  Bills,  Medicine  Bills 
and  Health  Trips  to  Every  User;  its  price  should  be  $350  in- 
stead of  $35.   We  have  proof  of  thousands  of  cures  effected 

by  The in  all  Diseases  of  Men,  Women  and  Children, 

still  our  claims  for  the  Curative  Powers  of  the  

are  not  NEARLY  as  strong  as  they  should  be. 


TEST,  TEST,  TEST  Tells  the  Triumph  Truth  about  the 

That's  why  it  is  a  Swift,  Sure,  Self-Selling  Appliance. 
There  are  Hundreds  and  Hundreds  of  Dollars  for  YOU  right  now 
in  this  proposition,  if  you  will  carefully  read  the  enclosed 
literature,  and  write  to  us  immediately,  fully,  freely  and 
frankly  as  to  how  you  feel  about  taking  up  the  sale  of  

We  are  willing  to  co-operate  in  every  way  with  the  Right  Kind 
of  Live,  Rustling,  Resourceful  People  who  can  go  out  and 
PRODUCE,  and  would  later  have  very  interesting  territorial 
proposition  to  offer,  with  General  Agency. 

We  want  someone  on  your  locality  who  is  Chock  Full  of  Energy 
and  Enthusiasm,  and  we  want  him  right  away;  he  simply  CAN'T  HELP 

BUT  DO  A  RATTLING  BIG  BUSINESS  IN  .  If  YOU  are  that  man, 

get  busy  today  and  let  us  hear  from  you;  better  get  off  your 
letter  in  tonight's  mail. 

Yours  very  truly, 


73 


Dear  Sir:  ,     '  > 

Recently  we  wrote  you  about  taking  the  Agency  for  the 

,  a  Wonderful  Health  Appliance  that  can  really  do 

more  for  Sick  People  than  all  the  Medicines  and  Men  of 
Medicine  in  Creation.  Whatever  has  delayed  your  reply,  we  are 
positive  if  you  knew  what  OTHER  agents  are  making  with  this 
proposition,  you  would  get  busy  awfully  quick  and  apply  for  the 
agency  in  your  locality  by  next  mail. 

Inasmuch  as  we  need  someone  to  represent  The  in 

your  City  at  once,  and  have  a  very  Satisfactory  and  Substantial 
Territorial  and  General  Agency  proposition  to  offer  him,  we 
would  thank  you  to  advise  us  right  away  as  to  whether  you  can 
take  hold. 

We  are  willing  to  ship  you  a  Sample  upon  payment  of 

$5  down  and  $5  monthly,  you  to  try  out  its  SELLABILITY  for 
30  days,  and,  if  dissatisfied,  you  get  your  money  back.  As 

stated  in  former  letter,  the sells  for  $35;  the 

Agent  buys  it  for  $25.   He  can  sell  for  cash  or  on  installments. 

In  taking  the  Agency,  therefore,  he  is  not  risking  a 

dollar;  on  the  other  hand,  he  has  every  opportunity,  and  every 
assistance  from  us,  in  building  up  a  Large  and  Lucrative  Busi- 
ness for  himself. 

THE  will  bring  Grateful  and  Gratifying  Relief  to 

Every  Man,  Woman  or  Child  who  uses  it,  ACTING,  AS  IT  DOES, 
IN  ACCORDANCE  WITH  THE  GREAT  FUNDAMENTAL  LAW  OF  NATURE. 
You  will  be  selling  something  that  Really  Does  the  Work, 
Readily  Brings  Results,  Rapidly  Arrests  Disease  and  Conquers 
Pain.   IT  SELLS  ITSELF  BY  PROMPTLY  FULFILLING  EVERYTHING 
YOU  CLAIM  FOR  IT. 

After  you  have  proven  your  ability,  we'd  be  willing  to  allot 
rou  generous  territory,  give  you  a  General  Agency;  your  Sub- 
Lgents  would  receive  $10  for  each  sale  and  we  would  allow  you 
^4  on  every  sale  made  by  them;  you  would  then  also  receive  this 
jxtra  commission  on  your  own  sales.   If  you  proved  a  good 
>rganizer,  however,  it  would  probably  pay  you  best  Appointing 
md  Assisting  Agents. 

:HERE  IS  QUICK,  SURE,  BIG  MONEY  IN  THIS  CLEAN-CUT  PROPOSITION 
FOR  YOU.  DON'T  HESITATE  WHEN  A  REAL  OPPORTUNITY  IS  LAID  RIGHT 
IN  YOUR  LAP.   ON  THE  GREAT  CLOCK  OF  TIME  THERE'S  BUT  ONE 
WORD "NOW  !"   WRITE— US— THIS— VERY— MINUTE  !  I 

ours  very  truly, 


N'luiiiiiiiiiuuunmiiiiiiiiiiii'iii i tuiiii , . .  ■ , ,  ..-,-.:,-■     . r.  .....:: imihmmi mmmimmmimn tiiiimnnimiiitiinmimiiu.inniliiiiiiin mimnim , NiiiMmitmiiniuMiiim.mui.il,.:.  m  miiiiiimiiiminiiiiiiiiiiiiiiiii.iii imiimimiiMMmiMm.M.iimiimi iMtii.iiiiiiiisiiilliliiinniniintre 


umnii 


m.iti  


74 


OPPORTUNITY  DOESN'T  COME  TO  HIM  WHO  WAITS, 
BUT  TO  HIM  WHO  GOES  AFTER  IT ! 


Dear  Sir: 


Let  us  again  and  finally  urge  upon  your  attention  the  Big 
Money-making  Possibilities  FOR  YOU  in  selling  THE 


in  your  locality,  acquiring  a  territory  and  operating  Sub- 
Agents.   In  view  of  your  apparent  hesitation,  we  have  decided 
to  make  you  a  VERY  SPECIAL  OFFER,  in  order  to  induce  you  to 
ACT  WITHOUT  FURTHER  DELAY. 

i 
If  ycu  will  immediately  send  us  the  names  of  a  number  of  sick 
or  ailing  persons  in  your  city,  and  we  succeed  in  selling 

THREE as  a  result,  we  will  promptly  ship  you  an 

,  FREE.   When  we  correspond  with  them  WE  WILL  NOT 

MENTION  YOUR  NAME,  so  you  need  not  hesitate  about  giving  us 
their  names  at  the  earliest  possible  moment.  If  you  do  not 
wish  the  Agent  at  all,  we  will  pay  you  a  cash  commission  of 
$8  on  every  instrument  we  sell  through  names  furnished  by  you. 

So,  you  can  make  money  on  the  ,  either  as  an  Agent  or 

as  an  Outsider.   There  is  not  one  sick  person  you  know  who 
would  not  be  Heartily  Enthusiastic  over  it  after  a  brief  trial. 
It  represents  an  Enlightened,  Sane,  Natural,  Drugless  means  of 
Curing  Disease.   Every  Person  Benefited  recommends  it  to 
OTHERS,  and  that  is  why  it  proves  a  Splendid,  Lucrative  Propo- 
sition for  Every  Agent  handling  it. 


Through  our  liberal  proposition  above,  you  can  get  an  

Free  or  make  a  clean  cash  commission  of  $8  on  every  person  who 
buys  one  through  your  having  sent  us  his  or  her  name.  This 
ought  to  appeal  to  you  as  a  Mighty  Attractive  Way  to  turn  your 

Spare  Time  into  Good,  Round  Dollars.   Remember,  the  

is  a  Highly  Meritorious  Article  that  you  can  be  proud  to  be 
connected  with.   It  has  brought  Happiness  into  Hundreds  of 
Homes  !  You  will  be  benefiting  others  and  getting  liberally 
>aid  for  it  into  the  bargain! 

Now  that  it  doesn't  take  one  dollar  of  your  money  to  start  in 

and  make  money  on  ,  we  hope  you  will  START  RIGHT  IN 

GATHERING  NAMES  AND  SENDING  THEM  TO  US,  either  on  the  basis  of 

getting  a  Free  ,  or  of  receiving  $8  for  every  one  sold 

through  you.   In  this  way  you  will  have  a  chance  to  observe 
their  Wonderful  Curative  Powers  and  Ready  Salability  to  all 
Ailing  Persons;  then  we  predict  you  will  be  only  too  eager  to 
become  our  regular  agent  in  your  locality. 

Now,  let  us  hear  from  you  right  away;  every  moment  you  spend 

in  the  interests  of  The  will  be  paid  for  in  cash,  as 

explained  above.   Get  busy  collecting  names  and  you  will  reap 
a  Harvest  of  Easy  Profit.   WRITE  US  TODAY! 

Yours  very  truly, 


75 


Dear  Mrs.  : 

We'd  like  to  furnish  your  Ice  this  season,  and, 
what's  more  important,  we  want  our  SERVICE  to  satisfy  you 
THOROUGHLY. 

You're  paying  for  SERVICE  as  well  as  Ice. 
By  Service  we  mean: 

REGULAR  DELIVERY,  TIMELY  DELIVERY,  COURTEOUS  DELIVERY, 
CLEAN  DELIVERY,  CAREFUL  DELIVERY. 

These  things  MEAN  SOMETHING  to  you  and  to  us 

to  you,  because  they  keep  you  contented  with  our  merchandise 
and  methods  ;  to  us,  because  we've  a  deep  satisfaction  in 
GIVING  satisfaction  to  each  and  every  patron. 

PROFIT  ISN'T  THE  ONLY  THING. 

And  we  ask  this:   If  you  like  our  service  tell  OTHERS; 
if  you  don't,  tell  US. 

Tell  us  WHY. 

We  APPRECIATE  COMPLAINTS.  You  see,  it  helps  us 
to  promptly  BETTER  THINGS  when  you  report  any  dissatisfaction. 

Why  not  begin  co-operating  with  us  for  Good  Service  right 
away? 

ORDER  NOW. 

ALWAYS  HAVE  COUPONS  OR  MONEY  READY  FOR  DRIVER. 
ALWAYS  TELL  HIM  HOW  MUCH  ICE  TO  LEAVE. 
ALWAYS  TELL  HIM  WHEN  YOU  WANT  EXTRA  ICE. 


' 


We  promise  Uniform  Good  Quality,  Correct  Weight,  and  a 
sincere  willingness  at  all  times  to  prove  our  thorough  ap- 
reciation  of  your  kind  patronage. 


Yours  very  truly, 


lll»miiiiiiimiiiim:niin: 


.    iiN'ninii:n;i;;]ii  1:11:1:111  !;hi;:i:iih;'iiii 


76 


Dear  Mr. 


You've  put  it  off.  You've  delayed.   You've  doubted,  perhaps. 

It  isn't  that  you  DON'T  WANT  to  learn  to  dance,  but  maybe  you've 
thought  it  would  take  you  a  long  time. 

Or  you  may  think  you  won't  be  graceful. 

Or  is  it  that  you  imagine  the  Fox  Trot,  One  Step  or  Hesitation 
more  difficult  than  they  really  are? 

Or  perhaps  you  see  people  dancing  them  and  say  to  yourself: 
"Oh,  I  simply  couldn't  learn  that!" 

Now I've  a  real,  genuine  surprise  in  store  for  you.  Yes, 

YOU  who  are  reading  this  letter  I 

I  can  make  you  a  dancer  quicker  and  more  easily  than  you  ever 
DREAMED  it  could  be  done! 

Eighteen  years  of  study  and  practice  have  perfected  my  Methods. 
I  make  the  most  doubtful  man  or  woman  dance  easily,  gracefully. 

I  can  teach  you  perfect  confidence  in  yourself  and  free, 

'hythmic  movement without  any  of  the  difficulties  you've 

imagined. 

You  can  quickly  convince  yourself  of  this.  Make  an  appointment 

with  me  right  away.   Telephone  ,  and  after  you've 

taken  JUST  ONE  LESSON  I  know  you'll  be  GENUINELY  HAPPY  over  your 
swift,  easy  progress. 

Our  pupils  everywhere  speak  for  us.  YOU  will  do  the  same. 

No  need  for  you  to  stand  by  and  see  others  dance. 

Get  to  the  'phone  and  make  that  appointment  NOW! 

After  the  first  lesson  you'll  be  mighty  glad  you  did. 

Yours  very  truly, 


_ 


:iiTiu!!:,ir  ■ 


Dear  Mr. 


I  am  very  much  obliged  to  you  for  your  kind  order  just  received. 

When  we  hear  from  a  new  friend  like  yourself  we  somehow  feel  like 
meeting  him  personally  and  shaking  hands,  because  we  know  he's 
going  to  like  our  Quality  Goods  so  much  he'll  likely  "be  with 
us"  a  long,  long  time. 

The  Credit  Department  being  in  my  care,  I'm  happy  to  tell  you 

we've  on  our  books  thousands  of  customers  like  yourself 

folks  who  have  enjoyed  charge  accounts  with  us  for  years. 

In  opening  one  for  you,  I  want  to  arrange  my  records  so  that  you 
will  get  ESPECIALLY  PROMPT  AND  SATISFACTORY  SERVICE  AT  ALL 
TIMES.  And  you  can  help  me  a  bit  in  this.  Just  let  me  have  the 
name  of  a  merchant  you're  now  favoring  with  your  patronage  on 
a  credit  basis,  or  kindly  refer  me  to  some  customer  of  ours 
whom  you  may  know. 

1 

WE  WON'T  MENTION  WHAT  KIND  OF  GOODS  YOU'RE  BUYING  AND  THE 
LETTERHEAD  WE'LL  USE  WON'T  REVEAL  IT. 

I'm  sure  you've  not  the  slightest  objection  to  doing  this,  as 
you  know  'most  everybody  now-a-days  buys  more  or  less  on  credit 
(myself  included),  and  all  of  us  find  the  nicest,  easiest  way 
to  introduce  ourselves  is  simply  through  the  word  of  some  re- 
sponsible person  that  we're  all  right. 


Bookkeeper. 


i 


Mail  me  this  bit  of  private  information  today,  in  the  enclosed 
stamped  envelope,  and  you  may  be  sure  I'll  always  take  great 
pleasure  in  seeing  that  your  shipments  go  forward  promptly  on 
the  day  we  receive  your  welcome  commands. 

Again  thanking  you  sincerely  for  your  valued  orders,  and  assur- 
ing you  we  are  mighty  glad  to  get  acquainted  with  you,  I  am 

Cordially  yours, 


>■■■  mtmmmmm 


78 


Dear  Mr.  — 

It's  mighty  nice  to  hear  from  you  again! 

Permit  me  to  personally  thank  you  for  your  very  kind  order, 

just  laid  on  my  desk. 

Your  request  for  another  supply  makes  me  feel  that  you  fully 
appreciate  this  splendid  at  its  true  merit. 

You  see,  my  good  friend,  this  business  isn't  just  merely  a 
matter  of  " and  lucre." 

No,  no! 

There's  also  a  lot  of  warm,  human,  heart-felt  SATISFACTION  in 

knowing  that  men  like  yourself  keenly  appreciate  and  enjoy  our 

peerless  product its  enchanting  flavor  and  wholesome  purity, 

the  result  of  scientific . 

That  same  scientific  and  scrupulous  care,  those 

skilled  methods  of  perfecting  our  goods,  have  recently  necessi- 
tated a  change  in  our  business  policy  in  order  to  meet  Increased 
Expense. 

We  are  frankly  writing  all  our  good  friends  why  we've  been 
forced  to  put  our  business  on  a  cash  basis,  so  that  we  may  always 
maintain  the  Richest  Quality,  THE  VERY  BEST,  as  that  is  the  ONLY 
kind  the  House  of  will  EVER  sell. 

?hey  are  all  responding  nobly,  knowing  we  have  always  been  only 
.00  glad  to  extend  credit  in  the  past,  before  this  vital  change 
>ecame  necessary  to  our  business. 

'eeling  that  you,  too,  are  a  loyal  friend  of  the  goods,  we  know 
you  will  be  willing  to  remit  today  for  your  kind  order,  and  by 
so  doing  hereafter,  materially  help  us  keep  our  Quality  and 
Service  Standards  up  to  THE  VERY  HIGHEST  NOTCH,  thus  bettering 
conditions  generally  for  You  and  ourselves. 

Assuring  you  of  my  hearty  appreciation  of  your  good  will  and 
continued  trade,  and  thanking  you  in  anticipation  of  your  kind 
remittance  so  that  we  may  hasten  your  shipment  with  all  pos- 
sible speed  , I  am 

Very  sincerely  yours, 


:  mmmmnmmmmmamummm  immmamHimmmmmmiimmammmammimmm  nhummhmim  mmnmrn^ammtmaamt  wmmmwhw 


79 


GOOD  PASS  BOOKS  ARE  ADVERTISING! 
POOR  PASS  BOOKS  ARE  BADVERTISING  ! 


My  dear  Sir: 


So  very  many  Live,  Up-And-Doing  Banks  are  now  PAYING  MORE  ATTEN- 
TION to  the  Style  and  Get-up  of  their  Pass  Books,  Checks,  Drafts 
and  other  Stationery  for  Customers'  Use. 

THEY'VE  FOUND  IT  HAS  SOMETHING  TO  DO  WITH  INCREASED  DEPOSITS 
AND  MORE  PASS  BOOKS  BEING  ISSUED  ! 

Yes,  yes!  It's  DECIDEDLY  True. 

A  Bank's  Pass  Books  and  other  stationery  have  an  INFLUENCE  upon 

its  Business. 

I 

The  reason's  simple:  These  are  days  of  ADVERTISING.  A  Bank  must 
keep  its  name  before  the  Public,  or  the  competitive  bank  WILL! 
As  its  very  Location  is  part  of  that  advertising,  so  are  its  PASS 

BOOKS. 

i 

A  PASS  BOOK  IS  ONE  PIECE  OF  ADVERTISING  THE  DEPOSITOR  NEVER  LETS 
GO  OF.   IT'S  THE  MOST  INTIMATE  BOOK  IN  HIS  POSSESSION.   He  keeps 
it  and  keeps  it  CAREFULLY. 

So,  of  COURSE,  it  should  be  a  well-made,  durable,  well-groomed 
little  book!  (Maybe  you  never  thought  of  it  just  that  way.) 

It  it's  Cheap,  of  poor  materials,  badly  made it's  a  STANDING 

BAD  AD  for  the  institution,  even  though  the  depositor  may  never 
mention  it. 

We're  getting  orders  right  along  from  banks  with  REFORMED  PASS 
BOOK  IDEAS,  because  most  banks  know  we're  absolutely  QUALITY 
CRANKS  on  Make-up  and  Material  ;  that  all  our  energies  for  years 
have  been  concentrated  on  getting  out  GOOD  PASS  BOOKS,  and  that 
every  man  on  the  job  KNOWS  HOW! 

We've  some  splendid  suggestions  on  A  NEWER  AND  BETTER  STYLE 
FOR  YOU  THE  NEXT  TIME  YOU  ORDER. 

We  can  save  you  money,  too,  if  you  WON'T  FORGET  TO  LET  US  KNOW 
WHEN  YOUR  STOCK'S  RUNNING  LOW. 

Now,  why  not  jot  right  down  on  the  enclosed  card  just  about  how 
soon  that'll  be? 

Yours  for  Patron-Pleasing  Pass  Books, 


i.niiiiiintHimnnmiHiimtimiaMaMa 


80 


THIS  IS  HOW  I  CAN  ACTUALLY  HELP  YOU  TO 
GET  A  LOT  OF  NEW  DEPOSITORS  RIGHT  AWAY! 
Dear  Sir: 

My  plan  is  very  simple.   It  is  sane.  It  is  based  on  Common  Sense. 
Be  the  farmer's  friend  and  he'll  be  YOUR  friend.   Be  helpful  to 
him.  Show  him  how  he  can  make  more  money,  how  he  can  have  more 
money  in  YOUR  bank  than  he  may  have  right  now  in  the  other 
fellow's  ! 

Get  together  the  names  of  every  agriculturist  in  your  vicinity 
who  ISN'T  your  customer,  but  whom  you  think  OUGHT  to  be,  then 
send  each  one  of  these  men  a  year's  subscription  to  


NOW,  THINK  A  MOMENT  WHAT  THIS  WILL  REALLY  MEAN: 

In  the  first  place,  it  will  reach  him  EVERY  WEEK;  it  will  remind 

him  of  your  bank  Every  Seven  Days  ;  it  is  really  an  advertisement 

of  your  institution  that  goes  to  him  FIFTY-TWO  TIMES  A  YEAR! 

And  all  for  $1.50-pretty  cheap  for  a  year's  advertising, 

isn't  it? 

Then,  secondly,  you  are  sending  him,  not  only  the  LEADING  Agri- 
cultural Magazine  of  America,  published  by  the  leading  American 
publisher,  but  you  are  furnishing  him  with  a  weekly  store  of 
Seriously-Helpful,  Vital,  Valuable  Information  and  Ideas  that 
mean  DOLLARS  AND  CENTS,  BIGGER  CROPS,  BETTER  PRICES,  MORE  IM- 
PROVEMENTS, LESS  LABOR,  INCREASED  LAND  VALUES  AND  A  BIGGER, 
BROADER  FUTURE  FOR  HIMSELF  AND  HIS  FAMILY! 

You  see,  he  wants  That  Auto,  if  he  hasn't  one;  his  boy  or  girl 
wants  that  College  Education  if  he  or  she  is  a  bit  doubtful  about 
getting  it  ;  and  Ma  wants  that  new  house  built  or  that  new  Furni- 
ture or  that  Wonderful  Pianola  or  Victrola YOU  JUST  SHOW  HIM 

HOW  TO  MATERIALLY  INCREASE  HIS  REVENUE  AND  HAVE  ALL  OF  THESE 
LUXURIES,  AND  SEE  IF  YOU  DON'T  MAKE  HIM  YOUR  FOND,  FAST  FRIEND 
AND  DEPOSITOR ! ! 

OTHER  banks  are  using  subscriptions  to  to  help 

increase  their  business,  and  are  mighty  enthusiastic  over  the 
results!  SEE  THEIR  NAMES  ON  THE  ENCLOSED  CIRCULAR.   They  are 
finding  it  by  far  the  most  Sensible  and  Downright  Gratifying  Ad- 
vertising Investment  they  ever  made ! 

YOU  will,  too.  You'll  find  every  one  of  these  fellows  tickled  to 

death  with (I'm  sending  you  copy.)   They'll 

read  every  line  of  every  issue.  They'll  come  right  in  and  warmly 
thank  you  for  it.   THEN'S  your  chance;  you've  as  well  as  LANDED 
your  man  right  then  ! 

Use  the  subscription  blank  enclosed;  fill  in  their  names;  it's  a 
Big  Step  Forward  toward  a  nice  lot  of  New  Accounts  early  in  1914. 
SOMETHING  TELLS  YOU  THIS  PLAN  IS  GOOD  AND  SENSIBLE  AND  FRUITFUL 
AND  WORTH  YOUR  WHILE. 
YOU — WOULD — BE — WISE— TO — ACT — ON — IT — TO-DAY. 

Yours  very  truly, 

mum mumnoxuiMi 


iiiniruiitiHiiiiitii" 


81 


Dear  Mr. 


This  is  a  cordial  invitation  to  you  to  go  for  a  ride 
in  an Automobile. 

I  wonder  if  you  will  consent  to  do  this  upon  my 
assurance  that  it  will  not  put  you  under  the 
slightest  obligation? 

Furthermore,  I  promise  you  will  under  no  circum- 
stances be  importuned  to  buy. 

The has  proven  to  be  a  Self-Selling 

Car;  after  you've  ridden  in  it,  if  you  DO  buy  a 
car  later  on,  you're  not  likely  to  choose  another 
make . 

I  simply  would  like  you  to  make  a  few  observations, 
purely  on  your  own  account,  for  your  present 
information  and  future  guidance,  as  to  what  the 

really  represents  in  modern-day 

motor  car  construction  and  value. 

Upon  these  assurances,  may  I  hope  you  will  telephone 
when  it  will  be  convenient? 

Yours  very  truly, 


IIIUItillllllllimillllllltlHHIMIIHIIII  ■  ■■:ii,/iiiiiiii'iiin:Nii!l!.iiii.'tu.!!ii:i:ii:,ii.1-a!i.u,li1:;.ii..:;!:i,iiin:1,iNi,iNi.ii.iiii;;,iii'. 

82 


Dear  Mr. 


Recently  I  invited  you  on  an  "observation  trip" 
in  an  —  Automobile. 

My  sole  idea  was  to  show  you  "a  distinction  and  a 
difference"  in  motor  cars. 

I  wanted  you  to  simply  get  acquainted  with  the 

even  though  you  had  no  intention 

of  buying. 

If  you  will  be  my  guest  upon  reiterated  assurances 
that  you  do  so  merely  as  an  observer,  and  in  no 
sense  as  a  prospective  purchaser,  I  shall  hope 
for  a  'phone  message  from  you  within  the  next 
few  days. 

Yours  very  truly, 


'Hlliiliimiiiiiiiiriiiiiiimnmimimiiiiitiiiiiiiitiiiiimii ■iimm-m iiiimhiidhi; iiimMitiiiHiiiiiiminiiHii imtimimn i  ■  ■  r  :  liuniriiifiiiMiNiitt: uiiiiiiiiniiniiiiiiiiiiiiiiiiiuiiiiiiiiniiiiiiiiiiniiitiiiiiiiiiiiiiutiiiiiiiMiiiiuniti;'    ■  liiiitiiiiiiiniiiiMir; 


- 

83  I 

My  dear  Friend: 

Right  around  New  Year's  most  of  us  are  somehow  thinking  about 
what  we'll  accomplish  within  the  next  twelve  months!   Often  we 
get  to  figuring  and  planning  and  laying  it  all  out  beforehand  I 

So,  maybe  it'll  mean  a  lot  of  inspiration  to  you,  as  it  did  to 
me,  to  read 

A  RED-HOT  LETTER  THAT  CAME  FROM 

ONE  OF  THE  AGENTS  THIS  MORNING! 

You  can  judge  for  yourself  whether  he's  a  live-and-kicking 
chap!  You  can  judge  for  yourself  whether  he's  chockful  to 
overflowing  with enthusiasm  for  the  New  Year;  he's  a  red- 
blooded  fellow  who  thinks,  dreams,  talks  and  he 

sells  them  with  all  his  soul!  He's  brimful  of  lucre-luring 

logic  from  head  to  heel.   In  fact,  he's  a  fellow  after 

your  own  heart.   He 

NEVER  PUTS  OFF  TILL  TOMORROW  THE HE  CAN  SELL  TODAY  ! 

The  letter  he  writes  is  for  you  and  for  me  to  soak  into  our  sys- 
tems just  because  we,  too,  are  on  the  threshold  of  a  Glad  New 
Year!  In  this  man's  breast  we  find  the  glorious  spirit  of 
boundless  self-confidence  in  his  ability  to  beat  all  former  rec- 
ords in to  blaze  a  selling  trail  that  will  put  all 

his  past  efforts  to  shame  ! 

Listen!  Listen!!  Here  is  the  part  of  his  letter  I  think  will 
hit  you  right : 

"You  know,  the  funny  thing  about  it  is,  when  I  first  started 

selling  three  years  ago,  I  didn't  DREAM  what  good 

money  on  the  side  a  fellow  could  make  with  a  thing  like  this 
if  he  just  simply  held  on  like  a  bulldog,  plugged  tenaciously 
and  talked  everlastingly  to  everybody  everywhere  !  Why, 

this  business  has  simply  gotten  me  out  of  the  rut 

into  which  I  had  unconsciously  fallen — it  has  brought  out 
more  stamina  than  I  ever  thought  was  in  me  !  This  town,  you 

can  bet,  is  a  Town,  and  when  I  pass  by  the 

different  houses  in  the  evening  and  see , 

somehow  'way  deep  inside  of  me  is  a  feeling  of  exultation 
that's  Simply  Great!  Now,  for  the  New  Year,  I  wanted  you  to 
know  that  I've  simply  laid  down  the  law  to  myself  and  in- 
wardly vowed  as  follows:   'Yes,  you've  been  hustling  like 

sixty,  you've  sold  a  whole  slew  of these  three  years, 

but  for  you  must  put  all  previous  records  in  the  shade  ! 

This  neighborhood  has  dozens  and  dozens  of  prospects  which 
you  alv/ays  looked  upon  as  impossible — now  you  are  going 
after  them  with  red-hot,  flaming  arguments — you  are  going 
after  them  as  RIPE  POSSIBILITIES!  With  the  magic  wand  of 
salesmanship,  YOU  will  transform  each  one  of  them  from  a 
possibility  to  a  purchaser!'  " 

■|  ^'I'lCIIHMilUIIilllltllliilllllilCdlliJIrill'IMIIMtllllllllfltirHmi. 


84 


Sheet  2. 

So  you  see,  this  man  believes  the  Fall-Downs  of  yesterday  are 
the  Ripe  Frospects  of  Tomorrow!  He  has  learned  the  lesson  of 
EVERLASTINGLY  KEEPING  AT  IT  I  And  when  a  man  has  stuff  in  him 
like  that,  my  friend,  he  can  cash  in  on  his  capability  1000%  bet- 
ter than  the  other  fellow!   For  C-O-N-F-I-D-E-N-C-E  is  the 
Primrose  Path  to  PLENTY!  You  know  it  was  one  of  the  world's 
merchant  princes  who  said: 

"HE  WHO  HAS  LOST  CONFIDENCE  CAN  LOSE  NOTHING 
MORE—HE  WHO  HAS  FOUND  IT  CAN  WIN  EVERYTHING!" 

For  it  isn't  altogether  the  ARTICLE  you're  selling — IT'S  WHAT 
YOU  MAKE  OF  IT;  it's  the  VALUE  you  build  in  the  prospect's  mind; 
it's  the  picture  you  weave  in  his  brain  that  makes  him  buy — 

whether  it's  a  or  something  else  worth  while. 

And  I  know  YOU,  too,  have  that  same  spirit  of  self -rivalry  as  our 
friend  whose  words  you've  just  read.  You,  too,  want  to  do  better 
in  the  coming  year  than  you  did  in  this!  You,  too,  want  to  climb 

higher,  reach  out  into  broader  fields,  lay  bigger  plans  for 

sales  in  the  coming  twelve  months  ! 

You're  handling  the  best  —  anybody  can  buy  anywhere — some- 
thing that  laughs  at  competition  and  challenges  it  to  produce  a 
superior. 

The  whole  family,  all  the  way  up  and  down  the 

line  from  office  boy,  shipping  clerk,  stenographer,  book- 
keeper, foreman,  superintendent,  president,  including  every  one 
of  its  agents  in  all  corners  of  its  vast  territory,  should  swing 
into  the  glorious  New  Year  all  athrob 

WITH  THE  BIGGEST  STOCK  OF  ENTHUSIASM  AND 

ENERGY  IT  CAN  MUSTER  UP  AND  PUT  IN  MOTION  ! 

Right  here  in ,  plugging  away  at  our  desks,  day  after 

day,  every  one  a  salesman  to  the  very  core,  like  yourself, 

is  a  crew  of  busy  workers  who  have  your  interests,  your  success 

at  heart — 

They  are  WITH  YOU  in  every  move  you  make  in  the  name  of  the  


They  want  you  to  WIN  wherever  you're  working  on  a  prospect; 
They  believe  in  your  Ability  and  your  Aggressiveness ; 

They  are  your  friends,  not  only  because  you  sell  this but 

because  you  have  your  shoulder  to  the  wheel  in  the  same  pursuit 
and  are  up-and-doing,  earnest  and  industrious,  with  firm  faith 
in  the  future  and  your  fellow  workers  ! 

And  as  one  of  those  fellow  workers,  I  personally  want  to  extend 
my  hand  to  you  across  the  miles,  in  the  warm  grasp  of  fraternity 
— I  want  to  thank  you  for  your  past  good  work,  for  your  present 
efforts,  and  for  your  future  plans — and  I  want  to  wish  you  and 
your  dear  ones  the  unbounded  Success  and  Happiness  for  the  New 
Year  which  you  so  richly  deserve. 

Yours  For  a  Mutually  Profitable  . 


iummmimihiiih niumnnHiiiintKi 


MllllillllHIUIIIilMHIIIIlKi 


. 


85 


Dear 


The  brisk  cold  days  are  here!  The  crisp,  bracing  air  brings 
back  our  vim,  vinegar  and  velocity — we  stand  briskly  erect, 
shake  ourselves,  inhale  God's  clear,  sweet  ozone,  drop  from  us 
the  lethargy  of  late  Summer,  come  out  of  our  husk  of  inactivity — 
straighten  our  spines  and  dash  forth  to  deeds  anew  I 
The  goodly  farmer  has  garnered  his  riches  of  field  and  orchard, 
stowed  some  and  sold  some,  and  his  wallet  is  jingling,  his  bank 
balance  bulging,  his  content  supreme,  his  heart  glad  and  his 
purse  F-A-I-R-L-Y  E-A-S-Y   T-0   O-P-E-N — SEE? 

It  is  now  the  ripe  time  for  YOUR  harvest,  YOUR  garnering  of 
riches  from  YOUR  field — which  is  the  broad,  big  Field  of 


and  all  the  world  around  you,  as  the  days  shorten  and 
the  dark  hours  lengthen,  wants  M-O-R-E  B-L-E-S-S-E-D 

1  You  want  them  to  have  it,  you  WANT  to  sell  it  to 

them,  you  CAN  sell  it  to  them,  and  you  WILL  sell  it  to  them! 

Make  up  your  mind  this  minute  that  the  winter  of  will  show 

a  Glorious  and  Mighty  Increase  in  your  Sales  of  


This  wonderful,  attractive  business  of  selling 


-  is  dignified,  legitimate,  lucrative  and  without  limit- 


Make  up  your  mind  THIS  MINUTE  that  the  Field  of  Users 

around  you  is  more  fertile  than  ever;  make  up  your  mind  THIS 
MINUTE  that  everything,  everything,  everything  comes  to  HIM  WHO 
GOES  AFTER  IT! 


Make  up  your  mind  THIS  MINUTE  that  out  of  the  Large  Army  of 

Hustling,  Bustling,  Rustling  Salesmen,  you  will 

be  one  of  the  Big  Money  Makers  of  the  Great  Winter  Campaign — 
that  you  will  swing  into  line  with  your  own  powerful  battery  of 
Pluck,  Persuasiveness  and  Persistency  and  conquer  the  dollar- 
laden  army  of  buying  prospects  ! 

I  personally  have  full  faith  in  your  ability  to  make  your  sales 
this  season  surpass  all  former  showings !  I  KNOW  YOU  WILL  DOUBLE 
YOUR  RECORD!  I  am  anxious  to  co-operate  with  you  through  every 
means  in  my  power.   I  want  you  to  go  after  the  Big  Money  in  this 
business;  go  after  with  head,  heart  and  hand;  I  want  you  to 
end  this  season  with  a  great,  big,  fat,  juicy  bunch  of  green- 
backs laid  securely  away !  I  know  you  CAN  if  you  WILL  ! 

You  have  only  to  put  a  firm  foot  down  upon  all  Hesitancy,  Un- 
certainty, Lack  of  Confidence,  or  Fear — put  everything  and 
everybody  aside  and  GO  TO  IT  earnestly,  eagerly  and  intensely 
with  every  inch  of  your  manly  resolve. 

Right  here  I  quote  you  from  the  most  famous  little  book  on  Success 
ever  written — mark  well  the  words:  "Fortune  is  a  jade  who  must 
be  coerced,  commanded;  She  will  not  be  coddled.   She  is  ever 
elusive  to  the  weak-willed  and  can  only  be  retained  by  force. 
Deal  with  her  tenderly  and  she  will  forsake  you  for  a  stronger 
man . " 


.:-■:.    ;.    .         ■;■    ■  :      '.;,     "     ; 


..   imgHmiMiiiwwiHIWIIIIMWIIIHIMIIIIHWWI— WW ■« 


86  I 
Sheet  2 

THINK!  We  have  agents  who  often  order  $600  to  $1000  worth — and 
they  are  men  not  one  whit  more  intelligent  or  able  than  yourself : 
They  are  simply  "Grim  Grinders" — and  they  never  let  up  in  their 
determination  to  build  up  their  sales  on  this  most  Excellent 

Article  of  Utility,  the  like  of  which,  as  a 

giver,  as  an  economizer,  as  a  non-troublesome  device  for  turning 

into  in  the  homes  of  thousands,  has  no  equal  in  the 

world  ! 

You  are  selling  the  Very  Finest  in  all  Creation  I  Get  that 

thought  deep,  deep,  deep  into  your  system,  into  your  salesman- 
ship spirit  I   Half  the  battle  in  selling  is  to  know  down  in  your 
heart,  that  what  you  offer  has  no  superior;  that  you  can  look 
every  prospect  in  the  eye  and  swear  by  your  article.   Having 
first  convinced  yourself  that  it  is  the  best,  you  can  easily 
and  surely  make  the  OTHER  FELLOW  believe  it — and  if  he  believes 
it,  the  trick  is  done! 

Salesmanship  is  a  fine  art  but  no  one  can  learn  it  any  better 
than  YOU  CAN!   Clear,  convincing,  compelling  ARGUMENT  is  a 
science,  a  study,  and  you  can  improve  yours  just  as  powerfully 
as  the  other  fellow. 
I  want  to  urge  you  and  help  you  in  every  way  that  a  man  can — you 

are  one  of  the  Big  Family,  and  I  am  as  much  interested 

in  ycur  growth  as  I  am  in  my  own. 

The  more  you  sell,  the  more  sales  victories  you 

win,  the  bigger  and  broader  grows  your  splendid  confidence  in 
your  ability.   Get  all  six  cylinders  going — crowd  on  all  your 
gasoline — put  on  the  high  speed  to  the  top  notch  and  GET  AC- 
QUAINTED WITH  THE  BIGGER  PRODUCER  THAT  IS  RIGHT  NOW  WITHIN  YOU. 
He's  the  more  prosperous  fellow  who  can  really  do  all  the  things 
you  may  have  admired  or  secretly  envied  in  certain  other  men. 
He  wears  your  clothes,  eats  your  meals,  smokes  your  cigars — his 
friendly  image  looks  back  at  you  every  time  you  face  the  mirror! 

He's  the  chap  who  is  going  to  sell  more  

this  season  than  he  ever  dreamed  was  mortally  possible  for 
him  to  sell.  He  is — your  abler  self,  with  a  thousand  tons  of 
confidence  to  the  square  inch,  and  I  am  personally  back  of  him  to 
the  limit  in  this  new  six  cylinder  salesmanship  campaign  to  sell 
a  whole  slew  of  

We'll  NEVER  PUT  OFF  TILL  TOMORROW  THE WE  CAN  SELL  TODAY! 

We  will  begin  at  once  and  redouble  our  efforts  with  every  pass- 
ing hour!  Write  to  me  at  any  hour,  any  day,  for  anything  that 
will  lend  speed  and  strength  to  the  good  work:  I  am  here  wait- 
ing and  willing  to  co-operate  closely  and  constantly. 
Again,  I  quote  from  that  wonderful  book  on  Success:   "Go, 
therefore,  and  do  that  which  is  within  you  to  do;  take  no  heed 
of  gestures  which  would  beckon  you  aside.  ASK  OF  NO  MAN  PER- 
MISSION TO  PERFORM.   BEGIN  THIS  MORNING,  THIS  AFTERNOON,  TO- 
NIGHT.  START  UPON  THE  NEW  JOURNEY  WITHIN  THIS  HOUR!" 

■ 

Your  sincere  friend, 

n  iHmwuaMiwuuuHMw  m  mmummmmmam  h tamumu mmmt   i  ■■  wmmmKmm 


i., i     ■     ■ r  i         ui      i; 


:,  iniii.i  .::.  1:1 


87 


Dear  Friend: 

Just  now  the  secretary  brought  me  your  letter,  received  today.  I  want  to  answer  it 

personally.  Am  genuinely  glad  you  wrote  us  and  asked  about  the , 

and  am  more  than  delighted  to  sit  right  down  and  write  you  fully,  freely  and  frankly, 

as  friend  to  friend,  neighbor  to  neighbor,  about  this  peerless  giver,  which  its 

thousands  and  thousands  of  delighted  users  have  emphatically  and  unanimously  declared 
to  be  by  long  odds  the  greatest  in  all  the  world! 

Something  about  its  dazzling and charm  attracts  hundreds  of  purchasers 

every  passing  day!  For  there  is  a  magic,  a  mystery,  in  a  beautiful repre- 
sents life  and  hope  and  happiness,  while is  the  sordid  cloak  of  gloom,  despair, 

death  and  oblivion. 

Why,  just  between  us,  my  friend,  I'll  candidly  say  that  although  I've  sold  this  match- 
less, magnificent  for  years;  although  I've  watched  it,  worked  over  it,  written 

about  it,  tinkered  with  it,  talked  over  it,  dreamed  of  it,  thought  about  it,  and  improved 
it  in  a  hundred  and  one  different  ways,  I  had  actually  never,  until  I  took  it  this 
Summer  to  my  own  vacation  haunt  in  the  woods,  fully  realized  the  vital  influence  this 

beautiful, brings  into  the  lives  of  all  of  us  mortals  down 

below  here  "upon  the  star-scattered  grass." 

Ycu  know  in  August  I  spent  my  usual  summer  vacation  in  the  mountains.  I  have  a  rough, 
old,  weather-beaten  cabin  up  there,  where  I  go  with  my  wife  and  children  each  season  to 
seek  a  few  weeks'  rest  from  the selling  turmoil  of  my  business. 

Eecause  I'm  selling  the  best in  Christendom  at  a  small  profit  margin,  you  see,  I  can't 

afford  a  fancy  recreation  place.  Mine  didn't  cost  much;  I'm  not  a  tony  rich  man  who  can 
sport  a  palatial  Summer  home,  or  anything  like  that.  But  my  restful,  little,  old  shack 
up  there  is  a  mighty  cheery,  cozy,  comfortable  place,  anyway. 

The  exhilarating  odor  of  the  pines,  with  which  the  clear  mountain  air  is  laden,  gets 
'way,  'way  down  deep  into  a  fellow's  system  and  breathes  brand-new,  bubbling  buoyancy 
into  the  innermost  depths  of  his  being! 

There  in  the  dense  woodland  of  the  mighty  slopes,  as  dusk  falls  and  the  soft  shadows  grow 
longer  and  deeper,  and  the  feathery  and  furred  creatures  of  the  wood  echo  their  shrill 
calls  through  the  gathering  twilight,  a  kind  of  a  gentle  chill  permeates  the  air,  and 
we  used  to  hike  indoors  a  bit  early,  start  a  blazing  log  fire  and  light  that  peerless 
gloom-dispeller,  the . 

My!  what  a  magical  transformation!  Its  piercing, every  corner 

and  crevice  of  the  cabin  and  diffuse  its  winsome through  the  very  souls  of  us  all! 

Ah,  my  friend,  I  cannot  begin  to  picture  to  you  the  delight  of  those  evenings  beside  the 
log  fire,  as  we  read  or  played  games,  sang  or  told  stories  in  the of  this  soul- 
gladdening  !  There  was  something  more  inspiring  about  it  than  the  most 

break  o'  day,  with  its  shimmering  beams  of  red  and  gold. 

Aye,  the even  vied  with  the  rising  sun's  scintillating  splendor.  It  rivaled  "The 

Goddess  of  the  Morn,  who  with  rosy-tinted  fingers  draweth  aside  the  curtain  of  Night,  to 
let  the  Sun  God,  in  his  chariot  of  gold,  enter  upon  his  Ethereal  Flight!" 

Listen  closely,  my  friend: 

For  more  than  the  mere  mite  of  money  involved  I  want  you  to  have  one  of  thebe ! 

I  have  a  real  heart  interest a  genuine,  personal  pride  in  putting  one  of  them  into  your 

home  and  adding  to  the  domestic  charm  and  happiness  of  your  household.  I  can  picture, 
as  I  sit  here,  the  inexpressible  delight  of  your  entire  family,  as  they  all  gather 
'round  the  living  room,  in  the  luminous of  the ! 


88 


Sheet  2. 

I  know  that  you  and  your  dear  ones  would  be  thrilled  with  a  sense  of  its  fascinating 

that  casts  its  seductive  spell  upon  all  within  the  glamor  of  its .  I 

know  this will  prove  a  veritable of  Hope,  and  a of  Gladness.  It  is  a 

with  a  Soul — endearing,  enduring!  Its  many,  many  virtues,  its  supreme  safety, 

its  wonderful  economy,  its  harmony,  its less, less^ less  merits  will 

a  thousand  times  repay  its  cost! 

Why,  the  sense  of  security  alone  will  be  worth  the  investment  a  hundred-fold.  THINK! 
Turned  on  its  side,  turned  upside  down,  turned  any-which-way,  it  can  do  no  harm; 

serenely  undisturbed,  and  with  not  the  slightest  element  of  .  It  is 

less,  Wasteless,  Worryless! 

Sit  down  at  once  and  carefully  fill  in  the  order  blank  enclosed — the  moment  you  do  that 
and  attach  your  remittance  and  drop  it  in  the  mail,  you  have  forever  bidden  farewell  to 

the  Goblins  of ,  to rooms,  to corners  and anywhere 

throughout  your  home. 

I  PERSONALLY  PLEDGE  IT  WILL  GIVE  YOU  BETTER  AT  LOWER  COST.   I  PERSONALLY  PLEDGE 

IT  WILL  GIVE  YOU  PERFECT  SATISFACTION  AT  ALL  TIMES.   I  PERSONALLY  PLEDGE  ITS  SAFETY, 
ECONOMY  AND GIVING  QUALITIES. 

REMEMBER:   The  money  you  send  for  this today  is  ready  for  you  the  moment  you 

want  it.-  In  fact,  your  $ is  still  yours,  just  as  though  it  were  still  in  your 

own  bank,  until  you  are  thoroughly  happy  over  your  purchase.  In  fact,  I  would  INSIST 

on  your  returning  the immediately  and  sending  you  my  check  by  return  mail,  upon 

your  slightest  word  of  dissatisfaction. 

Get  off  your  order  for  in  TONIGHT'S  mail. 

Do  this  for  the  Family's  sake — for  your  own! 

You  know  THEY'LL  benefit  by  it.   So  will  YOU!  It  is  a they  will  E-N-J-0-Y 

a  long,  long  time! 

It  will  add  a  tremendous  measure  of  new,  radiant  happiness  to  the  Home  Atmosphere.  It 
will  be  warmly  welcomed  by  them  ALL!  Yes,  yes!  SEND  for  it!  It's  really  a  fine  and 
thoughtful  thing  to  do.  DECIDE  AT  ONCE "let  that  good  deed  go  forth  WITHIN  THE  HOUR!" 

Your  Sincere  Friend, 


89 


"The  Goddess  of  the  Morn,  with  rosy-tinted  fingers, 

Draws  aside  the  Curtain  of  Night  ; 
To  let  the  Sun  God,  in  his  Chariot  of  Gold, 

Enter  upon  his  Ethereal  Flight  !" 

My  Dear  Friend: 

For  the  life  of  me  I  can't  tell  just  why,  but  somehov  those  lines 
always  make  me  think  of  my  own  peerless ,  


My  daily  mail  is  so  full  of  happy  letters  from  its  latest  users, 

all  so  sincerely  delighted  with  their  new  household  ■ , " 

so  supremely  content  with  its  " ,"  so  agreeably 

surprised  at  its  wonderful  power  to  flood  the  home  with  


as  in  the  dark  hours  where  it  "draws  aside  the  Cur- 


tain  of  Night" — 

THAT  I  AM  POSITIVE  BEFORE  YOU  FINISH  THIS  LETTER 
YOU'LL  AGREE  YOU'VE  BEEN  MISSING  SOMETHING! 

Let  me  say  to  you,  in  the  frankest,  friendliest  way  I  know  how: 
For  quite  a  little  while,  my  friend,  you've  been  letting  five 
dollars  stand  right  between  you  and  worlds  of  Glorious  Comfort, 
Convenience  and  Happiness  in  that  Home  you  hold  so  dear  to  you  1 

Ordinarily,  I'm  pretty  sure  you  wouldn't  let  five  dollars  stand 
between  you  and  those  vital  things  in  life  that  are  actually 
worth  while.   I  don't  mean  Luxuries,  understand.   I  mean  the 
practical,  helpful,  comfort-giving,  enjoyable,  really  necessary 
things,  for  yourself  and  your  family! 

No,  no,  no!  Of  COURSE  you  wouldn't! 

Then,  as  between  men,  and  NOT  as  manufacturer  to  prospective 
customer  and  cutting  out  all  cold-business  considerations,  I 
want  to  tell  you  this: 

FOR  YOU  AND  YOUR  FAMILY,  RIGHT  NOW,  THE  


WOULD  BE  A  GREATER  BLESSING  THAN  YOU 

EVER  DREAMED  OR  COULD  POSSIBLY  IMAGINE! 


It  has  a  THOUSAND  benefits  and  uses  that  you  understand  ONLY 

when  this  Marvel  of  is  actually  in  your  home,  right 

there  on  your  living  room  table,  in  all  its  splendor, 

wielding  its  influence  over  everything  and  everyone  in 

your  household,  with  its  pure,  penetrating  ,  its 

magic  witchery  and  soft,  glowing  charm,  endearing  it  to  you  more 
strongly  with  every  passing  day! 

Ah!  ,  ,  blessed,  beautiful ,  is  the 

Creator's  greatest  gift  to  the  Children  of  Earth !  The 


of  the  brings  loftier  dreams  and  'wakens  thoughts  of 

Higher  Things!  For  here,  you  might  say,  is  a with  a  Soul 

the  Soul  of  Sunshine!   'Twill  through  your  family 

circle  and  pour  into  your  very  LIVES  a  more  beautiful,  bright, 
hopeful  influence,  fostering  sweet  harmony  and  a  rosier  and 
more  wholesome  view  of  the  present  and  future ! 


■  ■'  cm  ,,!■;     '■■,:;:■■ 


90  | 
Sheet  2 

The  is  the  of  Hope,  the of  Harmony,  the 

of  Happiness. 

It  is  the  you  learn  to  love  because  of  its  exemplary 

virtues,  its  sturdy  quality,  its  sterling  worth,  its  enduring 

goodness.   Yes,  yes,  you  really  grow  fond  of  it for  it 

serves  you  Faithfully  and  Well ! 

Its  bright  draw  closer  the  ties  of  home,  and  ever  smiles 

a  warm,  cheery  welcome  to  your  Visitors.   You  see,  it  is  the 

of  Hospitality,  too ! 

AND  IT  IS  SO  DOUBLY  SAFE!   YOU  ARE  SO  SURE  OF  IT! 

YOU  KNOW  IT  IS PROOF  AND PROOF! 

YOU  KNOW  IT  COULD  NOT  HARM  YOU  OR  ANY  ONE  OF  YOUR 

FAMILY  OR  EVEN  THE  TENDEREST  BABE  IN  ARMS ! 
It  is  such  a  model  of  immaculate  CLEANLINESS,  in  all  its 

graceful,  glistening  beauty!   It  needs  not  a  single 

care!   It  is  !   It  is  Wasteless!   It  is  Worryless  ! 

And  and  smut  and  dirt  and  and are  forever 

done  away  with  the  moment  this  enters  your  home  !  No 

odor,  no  anxiety;  it  is  trouble-proof,  tamper-proof,  temper- 
proof  ! 
And  its  is  Steady  and  UNIFORM it  has  neither  Fits  of 

or  Fidgets  of  .  It  is  as  constant  as  the 


Nothing nothing  disturbs  its  Serene  Tranquility!  Nothing 

daunts  its  Sublime!   Turn  it  on  its  side,  turn  it 

up-side-down,  turn  it  any-which-way :   "WHO  CARES,"  jests  the 

,  as  it  calmly  on,  as  the  of 

Noonday ! 

BE  DETERMINED,  THEN:   MAKE  UP  YOUR  MIND.   CAST  ASIDE 
ALL  OBSTACLES,  ARGUMENTS,  EXCUSES  OR  DELAYS.   DON'T 
LET  ANYBODY  OR  ANYTHING  HINDER  YOU  FROM  OWNING  ONE 

OF  THESE  AS  QUICKLY  AS  EVER  IT  CAN  BE  SHIPPED 

TO  YOU FOR  REMEMBER  WHEN  YOU  ORDER  IT  AND  PUT  YOUR 

$5  IN  THE  ENVELOPE,  THAT  MONEY  STILL  REMAINS  YOURS 

UNTIL  YOU'VE  TRIED  THE  TWO  WHOLE  WEEKS  AND  ARE 

FULLY  AND  COMPLETELY  SATISFIED  WITH  IT! 

When  you  get  this  you'll  be  sorry  you  didn't  order  one 

MONTHS  AND  MONTHS  AGO !   It  will  prove  by  far  the  most  profit- 
able, pleasurable  investment  you  ever  made  in  all  your  days! 
It  will  bring  you  Huge  and  Endless  Dividends  in  Downright 
Satisfaction!   AND  YOU  ARE  HEARTILY  WELCOME  TO  THE  FULL  FOUR- 
TEEN DAYS'  FREE  TRIAL.   Everything,  you  see,  is  fixed  in  your 

favor everything  is  arranged  for  Your  Satisfaction  and 

Security ! 

Don't  go  on  MISSING  THE  BIGGER  JOYS  OF  A  HOME  AND 

ALL  THIS  WILL  BRING  TO  YOU! 

For  YOUR  sake  and  YOUR  FAMILY'S  sake,  GET  THAT  ORDER  IN  THE 
MAIL 

R 1 Q H T     N 0 W    !  ! 

R 1 Q H T     N 0 W    !  ! 


Your  sincere  friend, 


■ 


..      ;        .        .  .:.,,.;...:..        i  ■   i:     .      i!      Mi,  1,1.   .:      MUnl   .,        ill     H 


91 


CONFIDENTIAL 


Dear  Friend: 

I  am  going  to  take  you  right  into  my  confidence. 

I  want  you  to  know  our  purposes  and  plans.   You  are  an  Impor- 
tant Part  of  the  Institution.   That's  the  way  we  feel  about  it. 
You  are  one  of  its  Vital  Branches.   You  are  the  essence  of  its 
very  Life  Blood.   You  are  a  part  of  its  New  Hopes  and  Fresh 
Undertakings.   You  are  a  Star  Feature  of  its  Great  Future! 

IT  GROWS  THROUGH  YOU  AND  YOU  GROW  THROUGH  IT. 

And  from  today  on  I  want  you  to  feel,  'way  down  deep  within 
you,  that  you  are  more  than  ever  ONE  OF  US  and  that  we  are 
interested  more  deeply  than  ever  in  your  efforts  to  expand  the 
sales  of  the  in  your  locality. 

For  I'll  tell  you  frankly  right  now,  we  have  set  a  mighty  TALL 
selling  mark  for  the  next  60  days.   We  propose  to  make,  within 
that  time,  a  most  Powerful  Selling  Campaign,  through  you  and 
every  one  of  our  Splendid  Hustlers.   I  am  thoroughly  convinced 

that  the  time  is  RIPE  FOR  DOUBLING  OUR  SALES  of  : — ,  . 

because  of  the  universal  satisfaction  this  wonderful  is 

giving  through  the  country;  because  the  good  words  about  its 

superior  giving  qualities  and  many  other  glowing  virtues 

are  passing  from  lip  to  lip,  user  to  user,  town  to  town;  and 
because  we  are  sure  that  YOU,  MY  FRIEND,  HAVE  A  RIGHT  TO  REAP 
A  RICH  HARVEST  OF  PROFIT  FROM  THIS,  as  well  as  we;  and  because 
we  are  sure  if  we  double  your  present  revenue  from  the  sales 

of  these  you  will  be  TWICE  as  eager  to  sell  them  as  you 

were  before you  will  leave  no  stone  unturned,  no  chance 

neglected,  no  prospect  overlooked,  wherever  there  is  the  LEAST 

CLUE  of  a  buyer  or  the  slightest  opportunity  of  making 

a  sale. 

Here  at  this  office,  I  can  tell  you  that  ENTHUSIASM  RUNS  HIGH 
over  ,our  Specially  Strenuous  Sitfty-day  Campaign and  I  prom- 
ise you  this  splendid  spirit  of  greater  activity  is  spreading 
out  like  wild-fire,  in  thousands  of  different  directions. 
•  From  this  office  through  the  mails  today  I  am  sending  to 
"every  good  man  and  true,"  connected  with  us,  a  warm  message 
of  buoyant  encouragement  arid  fresh  impulse;  for  nothing,  my 
dear  co-worker,  is  impossible  in  the  face  of  Boundless  Enthu- 
siasm and  Unfagging  Determination. 


For- 


■listen  ! 


I  saw  these  inspiring  words  printed  in  big  letters  on  the  wall 
of  a  man's  office  today: 

"THE  BLAMED  FOOL  DIDN'T  KNQW  IT 
COULDN'T  BE  DONE,  SO  HE  WENT 
AHEAD  AND  DID  IT!" 


J  HMMH 


92  I 

i 


Sheet  2 

This  sentence  is  deep  with  meaning  for  you  and  for  me  I 

Honestly,  it  struck  me  right  between  the  eyes.   It  punched  the 
skepticism  out  of  me  !   It  knocked  in  the  head  all  my  little 
last  remaining  doubts  that  we  could  immediately  put  on  a 
Glorious  Sixty-day  Campaign,  through  the  hearty  co-operation 
of  our  loyal  friends  like  yourself,  that  would  SMASH  TO 
SMITHEREENS  the  sales  records  of  any  previous  sixty  days  in 
our  entire  history  I 

Yes,  we're  going  ahead  to  do  it,  you  and  I,  because  we  simply 
WON'T  BELIEVE  it  can't  be  done we  KNOW,  we.  KNOW,  it  CAN! 

I  know  that  you,  too,  have  a  pride,  as  I  have,  in  making  a 
record,  in  achieving  an  end,  in  gaining  a  reward,  not  alone  of 

Cash,  but  of  Confidence New  and  Greater  Confidence  in  your 

ability  to  DO  MORE  and  REACH  HIGHER  tomorrow ^ than  you  did 
today. 

MAKE  UP  YOUR  MIND,  THEREFORE,  THAT  IT  IS  TIME  TO  STRIKE  NOW  I 
Get  together  all  your  forces  of  Argument,  of  Resource,  of 

Prospecting  for  sales.   Convince  yourself  that  lying  all 

around  you  in  many  parts  of  your  town  and  tributaries  are 

live  prospects — people  who  are their  homes  and 

stores  INSUFFICIENTLY^ AND  EXPENSIVELY,  when  the  

would  mean  a  world  of  increased  satisfaction  and  greater 
saving  to  them. 

RE-CANVASS  EVERY  NOOK  AND  CORNER  of  your  locality! 
Get  out  and  go  after  it  with  "the  Fine  Comb  of  Firm  Resolve." 
You  will  be  AMAZED  with  what  a  fresh  new  start  will  do  ! 
You'll  be  ASTONISHED  at  the  good  openings  you  will  find!   You 

will  be  THUNDERSTRUCK  with  the  number  of  needy  folks  you 

will  discover.  You  will  be  immensely  pleased  with  the  amount 
of  New  Sales  you  canv  close  even  WITHIN  THE  FIRST  TWO  WEEKS  of 
our  Great  New  Sixty-day  —  Selling  Marathon. 

The  race  is  on,  my  enterprising  friend! 

And  you,  I  know,  are  IN  IT  and  will  make  the  Finest  Showing 
you  have. ever  made.   I  have  the  utmost  faith  in  your  ability 
to  establish  a  Magnificent  New  Record.   I  have  unbounded 
confidence  in  your  Ambition  to  share  in  the  Bigger  Profits  and 

the  Manly  Satisfaction  of  giving  the  ot^er  Salesmen 

a  dickens  of  a  race ! 

Assuring  you  I  shall  eagerly  watch  the  returns  from  your 
locality  with  intense  personal  interest  and  sincere  wishes  for 
your  success,  and  hoping  to  get  a  letter  from  you  by  return 
mail,  saying  you  are  in  the  Sixty-day  Speed-up  WITH  EVERY 
OUNCE  OF  GETABILITY  AND  STAMINA  YOU  HAVE  IN  YOU,  believe  me 

Your  sincere  friend, 


.    .. 

93 


PRESIDENT'S  OFFICE. 

Dear  Mr.  

I  am  glad  you  answered  my  advertisement,  and  hasten  to  reply 
to  your  letter  personally. 

Just  to  be  plain  and  frank  with  you,  I  think  you'll  find  this 
the  very  best  money-making  proposition  you  ever  bumped  into  in 
your  whole  life  ! 

I  want  a  man  in  your  town, and  I  want  him  right  away.  He's  got 

to  be  a  Real,  Red-Hot,  Red-Blooded  Fellow  who  can  go  right  out 

after  this  Monumental  Dollar-Getting  Proposition  and  Sell 

These  Marvelous  with  a  vengeance  ! 

I  want  a  Man  who's  a  SALESMAN  from  the  ground  up,  who's  a  DEAL 

CLOSER  from  the  ground  up,  who's  a  MONEY  MAKER  from  the 

ground  up  ! 

He  must  have  Vim,  Vinegar  and  Velocity  in  him  I 

He  must  have  Ginger,  Gumption  and  GETABILITY  in  him! 

He  must  be  Ambitious,  Resourceful,  Reliable yes,  above  all, 

RELIAELE. 

He  must  neither  Shirk,,  Shuffle  or  Shilly-Shally,  but  TAKE 
HOLD  of  this  thing  with  Head,  Heart  and  Hand  and  W-O-R-K  WITH 
ALL  THERE'S  IN  HIM! 

Now,  the  enclosed  literature  fully  explains  to  you  every  phase 

of  the  ■ proposition  from  A  to  Z.   Sit  right 

down  and  go  over  it  C-A-R-E-F-U-L-L-Y.   Get  all  the  Main 
Points  firmly  fixed  in  your  mind.   It  is  a  Good,  Clean-Cut, 
Live,  Legitimate  Selling  Proposition,  backed  right  up  by 
Strong  Facts  and  a  Strong  Financial  Standing! 

What  we  say  about  the and  its  Absolute 

Superiority  as  a  Giver,  a  Money-Saver,  Absolute  Per- 
fection as  to  Features,  we  MEAN,  and  we  Mean  Good  and 

Hard.   We  do  not  utter  a  single  statement  about  the 

that  we  cannot  thoroughly  substantiate.   Ours  is 

the  Business  founded  upon  the  Solid  Rock  of  INTEGRITY! 

So,  you  can  go  to  work  with  a  perfectly  clean  conscience,  and 
a  mountain  of  effervescent  energy  and  enthusiasm,  deter- 
mined to  make  every  prospective  buyer  in  your  town  and  vicinity 
quickly  see  the  excellent  wisdom,  greater  economy  and  in- 
creased    of  this  New  Marvel  of  the  Twentieth 

Century ! 

You  will  indeed  be  surprised  and  delighted  at  the  Warm  Welcome 

'oiks  will  extend  to  this  Wonderfully wherever 

p6u  put  it  up  on  display  and  its  magnificent 

Lp  the  surroundings. 

fow,  I'm  going  to  make  you  the  most  Broad-Gauged,  Generous 


I  !. 


muautimuumumMm  winn  wiihiimiimhiwhihi  ihii  mwni  mimiiiimiiiiwinBwwniiwwMwwiiwniwi^tmnmiTri  mum  i  mtnntliiitmini  immnmnntiitmr  irmnmniriiftrniii 

94 


Sheet  2. 

Proposition  ever  proffered  by  one  Live  Man  to  another:   The 

regular  retail  price  of  the is  ,  and  you 

won't  find  a  single  individual  in  your  locality  who  won't  be 
mighty  glad  indeed  to  pay  that  price  for  it  without  Quibble, 
Quarrel  or  Query.   In  order  to  offer  you  immediately  a  mam- 
moth inducement  to  surpass  yourself  in  selling  ,  I 

will  ship  you  a  sample  at  the  actual  factory-cost  price, 

with  the  ,  and with  the  


Surely  this  is  offering  you  a  magnificent  margin  of  profit  on 
every you  sell.   Your  Neighbors  and  Friends,  and  every- 
body else  who  sees  this  ,  will  quickly  sit  up  and  listen 

to  your  proposition  to  sell  them  one. 

And  in  order  to  show  you  how  DOUBLY  SURE  I  am  that  the  

will  gratify  you  personally  in  every  way,  I'll  add  the  fol- 
lowing conditions  to  my  proposition: 

1.  We  will  ship  you  this  on  fifteen  days'  trial. 

2.  You  may  remit  direct  to  us,  or  deposit  $5.50  or  $6.50 

with  the  — of  this  City,  on  condition 

that  at  the  end  of  the  days  the  money  be  returned  to 

you  if  is  not  absolutely  satisfactory  and  in  every  way  as 

represented  by  us.   (You  will  find  upon  inquiry  that  the  


is  one  of  the  most  prominent  and  powerful  institu- 


tions of  this  City  and  State.) 

3.  Our  five  years'  guarantee  goes  with  every 


Now,  I  think  you'll  thoroughly  agree  with  me  that  you  can  well 
afford  to  get  busy  and  start  cut  to  face  the  hosts  of  pros- 
pective    purchasers  of  your  locality  with  a  very  Strongly- 
Fortified  Proposition. 

If,  after  carefully  going  over  the  facts  enclosed,  you  thor- 
oughly appreciate  the  as  a  Swift  Selling- 

'roposition  in  every  way,  and  feel  that  you  can  pour  every 
restige  of  your  energy  and  enthusiasm  into  it  right  from  the 
rery  outset;  if  you  are  satisfied  as  to  its  Genuineness, 
Substantial  Backing,  Splendid  Sellability  and  Magnificent 
'rofits  for  YOU,  I  hope  you  will  lose  no  time  in  answering 

:his  letter,  with  your  remittance  covering  sample  ,  so 

-hat  there  may  be  no  delay  whatever  in  your  getting  this 
)roposition  before  the  people  of  your  town  and  vicinity. 

assuring  you  that  I  feel  this  is  but  the  beginning  of  an 
.mmensely  profitable  relationship  between  us,  I  am, 
lincerely  yours, 

President. 


lUnmaiiiiinuN  i  uiiuiiiijj  mm 


.  tmammiuiiiititHUi  d 

95  I 


GREAT   CHANCE! 


READ  ABOUT  IT,  REALIZE  IT,  AND 
CASH  IN  ON  IT  DEEP  AND  PLENTY! 


Dear  Mr. 


Here's  exciting  news  and  food  for  thought! 

Do  you  know  that  our  last  Spring- and -Summer  sales  went  'WAY,  'WAY  UP,  higher  than 
ever  before?  This  proved  to  us  one  remarkable  thing: 

PEOPLE  ARE  ACTUALLY  BUYING  IN  THE  SPRING  AND  SUMMER 

NOW  JUST  AS  READILY  AS  THEY  BUY  'EM  IN  THE  HEART  OF  WINTER; 
THE  AGENT'S  OPPORTUNITIES  AND  OUR  OPPORTUNITIES  ARE  NOW 
EQUALLY  GREAT  ALL  THROUGH  THE  BLESSED  YEAR! 

So  NOW!  The  secret's  out!   and  it's  a  bully  secret — an  inspiring,  fine  thing  that 
buoys  a  fellow  WAY  UP  at  the  thought  of  bigger  Spring  and  Summer  sales  than  he  ever 
had  before!  YOU  can  feel  this  way  as  well  as  I!  YOU  are  glad  to  know  that  the  season 
you  thought  poorest,  is  rich  and  ripe  as  the  season  you  thought  was  the  best — full  of 

sale-plums,  ready  to  be  plucked!  ALL  seasons  are  now  a  glorious  harvest  for  

!  All  agents  are  the  Harvesters — and  YOU  shouldn't  let  ANY  fellow  be  a 

busier  harvester  than  you! 

TELL  YOURSELF  YOU'RE  GOING  TO  REAP  A  BUMPER  CROP  OF  BIG  DOLLARS— money  you 
thought  you  weren't  entitled  to  in  the  Spring  and  Summer  season.  Hah!  I  tell  you, 
it's  just  like  getting  money  from  home — cash  you  never  expected,  prospects  you  little 
dreamed  were  there! 

Plunge  into  this  Newly-Discovered  Sale  Season — lasso  a  big  bunch  of  prospects,  corral 
that  flock  of  orders  you're  sure  to  find  if  you  GO  IN  TO  DIG  THEM  OUT. 

That  word  "lasso,"  by  the  way,  reminds  me  of  a  Mexican  war  incident  I  heard  of  a 
short  time  ago.  It's  simply  a  little  story  of  sheer  pluck  and  daring,  and  somehow  it 
goes  to  show  that  a  fellow  who  don't  wait  to  see  what  the  other  fellow's  doing,  but 
gets  busy  and  takes  Opportunity  by  the  Forelock,  is  the  fellow  who  LANDS  ON  TOP! 

A  bunch  of  Mexican  Federals  were  whanging  away  at  a  small  party  of  Revolutionists. 
Two  of  the  Federals  had  a  rapid-fire  gun  up  on  a  post,  busily  sputtering  lead  into 
the  little  band  of  Villa's  men.  In  that  little  band  was  a  mounted  Oklahoma  cowboy. 
He  saw  several  of  his  companions  fall  while  the  rapid-firer  kept  singing  its  merry 
tune.  Suddenly  he  untied  his  lariat  from  the  saddle,  wheeled  his  horse  around  with 
a  ringing  yell,  charged  pell-mell  at  a  plunging  gallop  up  near  the  Federals,  and, 
swinging  his  lasso,  landed  it  full  tilt  over  machine  gun  and  gunner — then  he  whirled 
iround  with  a  wild,  savage,  ear-splitting  echo,  and  beat  it  back  to  his  friends, 
iragging  gun  and  gunner  rolling  over  and  over  in  the  dust  of  the  plain! 

ie   put  the  other  fellows  out  of  action  and  won  the  day! 

te  didn't  wait  for  the  bugle-call  of  retreat,  he  didn't  watch  what  his  fellows  were 
ioing,  he  didn't  stand  back — he  conquered  because  he  "walked  in  where  angels  feared 
to  tread!" 

fou,  my  friend,  in  selling  ,  this  Spring  and  Summer,  can  in  many  ways  emulate  our 

)klahoma  boy. 

ie  enemy  of  Doubt  can  be  taken  with  a  rush!  Turn  your  Spring  and  Summer  canvass  into 

Victory!  You  can  rout  out  prospects  from  near  and  far — people  you  never 

r'eamed  of  selling,  folks  you've  been  giving  the  go-by  in  neighborhoods  you've  thought 

^SELLABLE ! 


■ 


96 


Sheet  2. 

And  here,  too,  is  a  nice  little  added  incentive.  It  isn't  a  GREAT  deal,  but  it's 
something  really  worth  while.  And  something  mighty  seasonable,  too. 

WE'RE  GOING  TO  GIVE  YOU,  ABSOLUTELY  FREE,  WITH  YOUR  NEXT  

ORDER,  ONE  OF  THE  NEW FOR  THE 


SOMETHING  THAT  WILL  KEEP ,  AND 

MEDDLESOME  CHILDREN,  FROM . 

These are  worth apiece,  wholesale  price.  The  FIRST  one  you  get  FREE, 

and  you're  bound  to  sell  a  lot  of  them  in  the  warm  months.  They  are  made  of  heavy 

.  Fit  and  are  held  snugly  against with 

clip,  furnished  with  each ,  No  trouble  to  put  on  or  take  off,  Protect 

perfectly.  Do  not  detract  from or  the  beauty  of  the . 

Only  one is  needed  for  each . 

The  attached  coupon  entitles  you  to  one  of  these free  with  your  first 

order  for  one  or  more .  DON'T  MISS  OUT  ON  THIS!  You'll  find  the a 

ready-seller  EVERYWHERE. 

Now,  we'll  just  unfurl  our  lasso  and  rush  into  this  Spring  and  Summer  season  with  a 

determination  to  bring  in  orders  right  and  left!   WE'RE  NO  LONGER  HELD  DOWN 

WITH  THE  IDEA  THAT  WINTER  IS  THE  ONLY  TIME  to  Sell  'em — we  find  that  was  just  a 
bugaboo  in  our  minds.  You  are  going  to  join  me,  I  know,  in  this  big  campaign  for 
Warm  Weather  Profits.  You're  just  as  eager,  energetic  and  enthusiastic  about  it  as  we 
are,  because  you  know  it  means 

DOLLARS  YOU  DIDN'T  EXPECT  TO  GET! 

And  that  kind  of  money — say!   It  feels  mighty  good  jingling  in  a  fellow's  pocket — 
better  than  the  kind  he  knew  was  coming  all  along.  Are  you  with  me?  I  can  hear  you 

say,  "YOU  BET,  BROTHER  ,  I'M  THERE  WITH  BELLS  ON."  Good!   That  sounds 

like  sweet  music  to 

Your  sincere  friend, 


■  ■■  '■  ■"■ 


97 


GONE!  A  RATTLING  GOOD  YEAR  THAT  ALL  OF  US  SHOULD  BE  DEEPLY 
THANKFUL  FOR!   ARRIVED!   A  GLORIOUS  NEW  YEAR  THAT  HOLDS  OUT 
ITS  ARMS  TO  US  WITH  A  WORLD  OF  BRIGHT  OPPORTUNITIES! 


Dear  Mr. 


Do  you  know  that  this  is  the  time  of  year  I  have  the  worta  feeling  that  I'd  just 

like  to  call  one  big,  rousing  mass  meeting  of  all  you Boys  in  one  big 

hall,  and  have  the  greatest  fraternal  and  business  pow-wow  that  has  ever  been  held! 
I  feel  as  though  a  monumental  get-together  celebration  would  do  us  all  a  lot  of  good! 

But  we  can't  do  this,  so  I  just  sit  down  to  converse  with  you  today  via  "Uncle  Sam's 
Wireless."  I  want  you  to  know  that  every  canvass  you've  made,  every  word  you've  spoken, 

every  order  you've  taken,  for  the during  the  past  year,  has  been 

personally  appreciated  by  me.  I  want  you  to  know  that  I  am  thoroughly  grateful  for  your 

good  work,  because  I  myself  am  a salesman,  and  although  I  have  to  stay  here  and  run 

things,  I'd  MUCH  rather  be  out  there  in  the  field  with  you! 

For  I  know  Salesmanship  and  LOVE  it!  I  claim  it  is  the  Peer  of  ALL  Vocations!  It's  an 
inspiring  and  honorable  thing!  The  Salesman,  after  all,  is  the  Real  Producer!  He  is  the 
Force  that  Swings  the  Pendulum  of  Prosperity!  Business  would  be  choked,  stagnated, 
paralyzed  without  him!  Ah!  He's  the  Boy  that  keeps  the  Wheels  of  Commerce  Moving  Merrily! 

And  that  just  reminds  me.  A  few  days  ago  I  got  a  letter  from  a Agent,  a 

Regular  Go-getter.  He  sells  lots  of and  is  just  as  interested  in  this  whole 

business  as  I  am.  He  told  me  quite  a  lot  about  the  way  HE  sells .  And  you'll 

admit  he  is  a  chap  we  can  ALL  listen  to!  READ  THIS: 

"First  thing  I  said  to  myself  when  I  began  to  sell  was,  'I've  got 

to  SHOW  the itself  to  them  to  really  MAKE  'EM  WANT  IT!  They've  got  to  SEE  it, 

FEEL  it^  WATCH  it !  When  you it,  it  becomes  a  thing  of  LIFE,  a 

Object,  pleasant  to  be  near,  good  to  look  upon  warm  with ,  cheerful, 

cozy.   I'LL  TAKE  IT  WITH  ME  every  blessed  time*.  If  I  haven't  got  it  along,  my 

words  are  cold,  my  argument  lifeless they  must  have  something  to  LOOK  AT,  to 

ADMIRE,  to  SEE  HOW  IT  WORKS,  just  like  the  small  boy  with  the  watch  (you  know 
the  old,  old  story) . '  So  THAT'S  how  I  make  my  sales,  and  make  'em  easy, 
Mr. .  A is,  after  all,  the  most  glorious  argu- 
ment you  can  put  up  to  them,  standing  right  there,  as  it  is,  right  before  their 
very  eyes — SEE?" 

YOU  know  and  I  know  that  our  friend  is  RIGHT!  He's  got  the  failure-proof  system!  And 

this  is  the  very  man,  by  the  way,  who  sends  us  in  bigger  orders  for than  any  other 

man  on  our  list.  He  believes  in  keeping  a  stock  on  hand  ALL  the  time.  "This  way,"  he 

explains,  "I've  ALWAYS  got to  show  and  sell  RIGHT  ON  THE  SPOT,  and,  another 

thing,  when  I've  always  got  'em  ON  hand,  I'm  always  hustling  like  the  dickens  to  get  'em 
DFF  my  hands,  so  I  can  turn  right  around  and  order  a  new  bunch  and  sell  THEM!" 

ha!  You  see  it's  kind  of  a  CONTINUOUS  PERFORMANCE  with  this  agent — selling 

id  pocketing  the  profits!  And  I'm  glad  I  let  you  read  part  of  his  letter.  It'll  do  us 
)TH  good,  won't  it?  It  shows  us  conclusively  that  THE  BIG  THING  is  to  always  SHOW  the 
—  and  always  HAVE  A  GOOD  STOCK  OF  'EM  ON  HAND! 

id  I  guess  a  fellow  could  apply  this  aggressive  man's  ideas  to  OTHER  things,  to  success 
Ln  business  generally.  The  thought  is  to  "ALWAYS  BE  THERE  WITH  THE  GOODS"  to  back  up 
3ur  argument,  and  always  have  them  WHEN  they're  wanted. 

»,  here  are  two  good,  bright,  bristling  thoughts  to  begin  the  New  Year  on!  Let's  both 
>u  and  I  take  them  up  and  cash  in  on  them!   Let's  make  up  our  minds  right  here  to  MORE 

ili  DOUBLE  our  business  the  coming  twelve  months.  We  know  deep  within  us  that  it  really 
IN  be  done it's  all  simply  a  matter  of  our  making  up  our  minds  that  WE  WILL! 


■ 


98 


Sheet  2. 

You'll  admit  it  would  be  hard  to  find  a  MORE  LIVE  AND  LIKABLE,  practical  and  persuasive 

article  of  merchandise  than  the .  It  backs  up  every  argument  you  make, 

fulfils  every  promise,  substantiates  every  claim,  gives  a  good  account  of  itself,  and 
reflects  credit  upon  the  man  who  sold  it  as  well  as  paying  the  purchaser  endless  divi- 
dends of  supreme  satisfaction.  SUCH  an  article  is  this you've  been  selling  and 

SO  IT  ALWAYS  WILL  BE ! 

RESOLVE  for  1916  to  keep  more  on  hand.  They  are  as  good  an  investment  for  YOU  as 

they  are  for  the  USER.  The  more  you  keep  on  hand,  the  more  you  will  sell.  Don't  let 

that  thought  get  away grab  it,  keep  it,  you  can  coin  it  into  shining  silver  dollars! 

I  repeat  it:   THE  MORE  YOU  KEEP  ON  HAND  THE  MORE  YOU  WILL  SELL!  Make  this  new  idea  a 

big  part  of  your  1916 selling  plans.  Test  it  out.  It  cannot  fail.   It's  simple, 

but  it's  great.  ALL  great  things  are  simple!  YOU  BET! 

But here  this  was  to  be  a  New  Year  letter  and  I  drifted  into  "talking  shop"  and  got  all 

wrapped  up  in  my  subject.  Anyway,  maybe  it  didn't  do  EITHER  of  us  any  harm.  Maybe  our 
New  Year  will  be  all  the  Happier  for  it.  Men  live  and  grow  and  prosper  through  the 
interchange  of  ideas.  And  you  and  I  are  just  the  same  as  the  rest  of  humanity, 
aren't  we? 

Here's  to  you  and  yours  and  the  New  Year!  May  each  blessed  day  of  it  record  for  you 
New  Happiness,  Health  and  Prosperity. 

Your  sincere  friend, 


I'liiiiiiuiiiiiiiiiiiNiiuinmi!   


99  I 


~   ( *   F  0  U  H  D  " 

MULTIPLIED  OPPORTUNITIES  FOR  AGENTS  EVERYWHERE!   A  WONDERFUL  NEW 

MODEL  JUST  FROM  THE  FACTORY!   STARTLING  IMPROVEMENTS  THAT  WILL  SPEED  UP  SALES 

ENORMOUSLY! 

Dear  Friend: 

We  write  you  this  letter  today  in  a  mighty,  mighty  happy  frame  of  mind! 
We  were  never  so  pleased  over  anything  in  our  lives  as  we  are  over  our 
latest  production! 

We  are  over-joyed  to  announce  to  you  that  our  BRAND  NEW OF  the 

is  now   an  ready  for  delivery. 

It  is  Positively  a  M-A-R-V-E-L! 

A  marvel  of  enlightened  construction.   A  marvel  of  newer  principles  of 

simplicity,  of  higher  ideals  of  perfection! 

It  is  the  surprise  and  wonder  of  every  man  who  has  seen  it,  be  he expert, 

agent  or buyer. 

It  is  TWICE  AS  EASY  to  operate.  It  is  TWIC  E  AS  EASY  to  keep  in  order. 
It  is  TWICE  AS  EASY  TO  SELL! 

This  fascinating  New is  SELF and  SELF- 

.  There  are  vital  improvements  to  the , , , 


I  tell  you,  it's  fairly  ALIVE  with  New  Attractions. 

And  the  wonder  of  it  all  is:  THERE  IS  NO  INCREASE  IN  PRICE! 

EVERY  ONE  of  these  improvements  raises  the  higher  and  higher 

as  a  swift  and  successful  seller;  as  a  downright  sure,  speedy  money-maker  for 
the  Up-and-Doing  Agent — for  Y-O-U! 

EVERY  ONE  of  these  improvements  gives  you  an  important  new  talking  point; 
fresh  and  more  vivid,  vigorous  arguments  to  put  before  your  customer. 

Enthusiasm  is  running  high  here  in  the  office  and  among  near-by  agents  who 

have  seen  this  inspiring  new ,  with  its  many  advantages  and  bigger  incentive 

for  booming  sales  as  never  before! 

YOU  WANT  TO  BE  ONE  OF  THE  ACTIVE  LEADERS  IN  THE  GREAT  NEW SELLING  CAMPAIGN 

NOW  JUST  BEGINNING! 

You  NOW  have  a that  is  positively  irresistible  to  every  beholder! 

Beside  being  self and  self it  is  SELF-SELLING  IN 

A  BIGGER  SENSE  THAN  IT  EVER  WAS! 

You  NOW  have  a you  could  put,  without  a  word,  on  ANY  man's  table  and  walk  away 

with  the  simple  request  that  he  "TRY  IT!" 

THE DOES  ALL  THE  REST! 

THE  meets  all  arguments,  answers  all  questions,  substantiates  every  claim, 

fulfills  every  guarantee,  defeats  every  competitor. 

™E makes  itself  LIKED  and  WANTED  quicker  than  anything  you've  ever 

sold! 


■ !  n  im  i  wimtwiMHiminHHUiiHiui«nHmiii»iiii»iititHu»«um  i 


,n.  .  ■  -■     .  ■  .i   limn  i 

100  I 


Sheet  2. 

THE proves  its  own  efficiency,  its  own  economy,  its  own  simplicity,  its  own  ease 

of . 

But  of  course,  every  man  with  warm  blood  in  his  veins  likes  to  BACK  the  thing  he's 
selling,  with  red-hot,  ringing  arguments  that  kindle  Interest,  arouse  Desire  and  Awaken 
THE  IMPULSE  TO  SAY  "YES" ! 

Salesmanship  is  a  Right  Royal  Game,  where  a  man  has  a  REAL  article  that  nobly  meets 
every  statement  he  makes.  What  man  wouldn't  want  to  put  his  mettle  to  the  test 
on  a  new  world-beater  like  this!  Every  Pep-and-Ginger  Fellow  takes  a  fine  pride 
in  presenting  a  glorious  thing  like  our  GREATEST  OF  ALL ! 

GET  STARTED  on  this  new right  away!  Order  IMMEDIATELY! 

Order  a  good,  liberal  supply  to  begin  with.  You'll  need  them.  Order  TWENTY 

— - — ,  or but  surely  not  less  than at  the 

price.*  But  even of  them  wouldn't  be  too  many  --NO  TRICK  AT  ALL  TO  SELL 

OF  THIS !  They'll  go  like  wild-fire--they'll  go  unbelievably  fast! 

Everybody,  everywhere  will  WANT  ONE!   Your  stock  will  be  exhausted  before  you  Know  it. 

But  if  you  want  to  FIRST  have  a  SAMPLE  shipped  you  immediately,  promptly,  use 

enclosed and  ORDER  ONE.  When  it  comes,  inspect  it  carefully,  IN  EVERY 

DETAIL!   Impress  upon  your  mind  its  new  points  of  perfection.  Get  deep  into 
your  system  ITS  GREATER  SELLABILITY,  its  broader  value  to  the  user. 

ANALYZE  IT  WITH  THAT  LIVELY  INTEREST  IN  SOMETHING  THAT  MEANS  MORE  DOLLARS 
TO  YOU  THAN  ANYTHING  YOU'VE  EVER  SOLD!   Familiarize  yourself  with  its  bigger 

possibilities.  In  other  words,  take  THIS  to  your  heart  in  DEAD  EARNEST! 

It  will  quickly  bring  you  a  rich  harvest  of  New  Dollars! 

So,  we're  expecting  a  warm  response  from  YOU  by  return  mail,  with  a  prompt  order  for 


Read  carefully  the  enclosed  circular  about  the .  It  goes  into  detail 

about  its  many  improvements.  Make  out  your  order  right  away.  Get  your  letter  off 
in  tonight's  mail. 

Don't  wait  a  minute;  ORDER  NOW. 
QUICK  ACTION  MEANS  BIG  MONEY  FOR  YOU. 

Sincerely  Yours, 


MMMtwauiniiRHiiiittiiiriiiNitMiniiiMfiii  ■ ,  HtnmnnqHKaMMmMMHMiinnHiMnMan 


|MIH.»^Mliiifiiin>iiiiliiii'M!;ii:iiiJiJl|i 


101 


A    SWEEPING    SUCCESS!! 

THE  A  QUICK  WINNER  AMONG  THOUSANDS 

OF  AGENTS !   A  DELUGE  OF  DELIGHTED 

LETTERS  !   ORDERS  CROWD  IN  FROM  ALL  POINTS  !  ! 

Dear  Friend: 

We  are  INSPIRED  to  write  you  today!   "There's  a  song  in  our 
hearts!"   We're  simply  S-N-O-W-E-D  U-N-D-E-R  with  glad,  grate- 
ful messages  about  the  Magnetic,  Money-Getting  New , 

and  how  it  is  winning  with  a  rush WINNING,  WINNING, 

WINNING  everywhere  ! 

i 

NEVER  have  we  had  a  that  captured  B-U-Y-E-R-S  with  such 

unbelievable  rapidity! 

NEVER  a  that  so  completely  swept  the  Agents  off 

their  feet ! 

NEVER  a  that  brought  such  a  prompt  and  gratifying  influx 

of  SHIP-QUICK  ORDERS  and  glowing  testimonials  ! 

NEVER  a  that  gave  such  swift  and  complete  satisfaction! 

NEVER  a  that  s-o-l-d  i-t-s-e-1-f  so  readily! 

NEVER  a  that  opened  up  to  agents  such  broad  and  endless 

possibilities  of  money-making! 


LISTEN!  We'll  tell  you  something  you'll  scarcely  believe. 
Maybe  it  will  be  a  bit  of  a  surprise.   Maybe  the  happy  thought 
never  occurred  to  you but  here  it  is: 

THE  PROFIT  POSSIBILITIES  FOR  AGENTS  IN  THE  BUSINESS  HAVE 

NOT  EVEN  BEEN  S-C-R-A-T-C-H-E-D  YET!   ITS  OPPORTUNITIES  ARE  A 
HUNDRED  TIMES  GREATER  THAN  YOU'VE  THOUGHT  THEY  WERE! 

We  mean  right  in  your  own  vicinity right  where  you're  oper- 
ating at  this  very  moment ;  where  the  field  is  full  of  Richer 
Plums  of  Profit  than  you  ever  dreamed! 


RIGHT  THIS  MOMENT  Agents  in  many  sections  are 

DOUBLING  and  TREBLING  their  sales  on  the .  Where, 

in  a  given  time,  they  used  to  sell  ONE  of  former  , 

they're  now  selling  THREE,  FOUR  and  FIVE  of  the  New  . 

i 

YOU  BET  !  !   THEY'VE  FOUND  THIS  GREATLY  IMPROVED  A  SIX- 
CYLINDER  SELLER,  A  REAL  HYPNOTIC  ARTICLE  WHOSE  SMOOTHER 
WARMS  THE  HEART  OF  THE  HARD-TO-SELL  PROSPECT, 

MAKES  HIM  OPEN  HIS  WALLET  AND  HAND  OUT  THE  CURRENCY!! 

i 
f 

So,  don't  for  a  moment  tell  yourself  you've  combed  your 

neighborhood  of  Buyers. 

Hah!  Tell  yourself  you've  ONLY  JUST  BEGUN! 

Tell  yourself  that  the  New CHANGES  THE 

WHOLE  SITUATION  and  makes  EVERY  a  M-U-S-T  B-U-Y 


■ 


102 


Sheet  2. 

prospect  for  you  to  GATHER  IN,  NOT  ONE  BY  ONE,  BUT  IN  TWOS, 
THREES,  FOURS  AND  FIVES!! 

BROADEN  YOUR  VIEW!   SET  A  HIGHER  MARK!   TELL  YOURSELF  THAT 

FROM  NOW  ON  YOU  CAN  SELL  FIVE  TO  EVERY  ONE  YOU  SOLD 

BEFORE  ! 


Tell  yourself  that  this  Exciting  New  Quick-Profit 


with 


its  many  up-to-now  features,  is  the  C-A-S-H  G-E-T-T-E-R  with 
which  you'll  BLAZE  A  BRAND  NEW  SALES  RECORD  ON  THE  HIGH  SPEED 
THAT  WILL  MIGHTY  SOON  MAKE  YOU  A  MORE  FREQUENT  VISITOR  AT  THE 
BANK  WITH  THAT  LITTLE  LEATHER- COVERED  DEPOSIT  BOOK!! 


GET  TOGETHER  all  your  H-U-S-T-L-E  en  the 


The 


Agent  who  puts  new  Spark  Plugs  in  his  Engine  of 


ENTHUSIASM,  as  he  strikes  out  for  Big  Stakes  on  this  

Selling  Wonder,  IS  THE  MAN  WHO'LL  SOON  BE  AMAZED  TO  FIND 
THERE'S  MORE  READY-MONEY  IN  SELLING  IT  THAN  ANYTHING  ELSE  HE 
CAN  DO ! ! 


fow,  fill  out  the  order  blank.   Fill  it  out  Right  Now.   Fill 

.t  out  GENEROUSLY  for  YOUR  OWN  SAKE!  The  more  you  order 

,he  MORE  QUICK  PROFIT  there's  in  it  for  you.   Many  of  our 

!IMIDEST  Agents  are  ordering of  the  New 

it  the price  ! 

fhy,  you  could  really  leave of  these in 

;even  home  in  one  and  collect  your  money  from  ALL  the 

'ery  next  day!   THAT'S  THE  WAY  THE  MODEL  DOES  THE 

:rick  for  others — why  not  you? 


GET  YOUR  LETTER  OFF  TONIGHT!   The  time's  ripe!   Folks  are  just 
>eginning  — 


ralk  right  into  their  homes  with  the  

ron't  be  intruding they'll  WELCOME  YOU! 

;hem  a  world  of  that  will  ■ 


So  you  can 
!  You 


.«  ' 


You're  bringing 


GOLDEN  HARVEST  OF  DOLLARS  IS  WAITING  TO  ROLL  INTO  YOUR  LAP! 
let  in  the  game  R-I-G-H-T  N-O-W !  !  YOU'LL  be  thunder-struck  at 
;he  Great,  Big,  Handsome  Profit-Showing  you  make  by  the  first 
)f  the  year!   Why,  man,  you  can  GET  ACQUAINTED  WITH  MORE 
'IVE,  TEN  AND  TWENTY  DOLLAR  BILLS  THAN  YOU  EVER  DID  BEFORE  IN 
?HAT  LENGTH  OF  TIME! 

'ours  sincerely, 


P—W H  M  ,:  : 


■  ■  .  ::■■■■.■■■  : 


103 


"TROUBLE  KNOCKED  AT  THE  DOOR  AND, 
HEARING  A  LAUGH,  HURRIED  AWAY. 


Gentlemen: 

When  engine  troubles  knock  at  your  door,  just  LAUGH 

at  'em  and  flash  a  line  to  ;  they'll  be 

perfectly  adjusted  in  jiffy-time  I 

We  are  the  Enemy  of  leaky  valves,  worn  cylinders, 
and  lost  motion  of  every  kind. 

Our  methods,  men  and  materials  up-to-the-tick- 
of-the-telegraph.   No  old-time  guesswork  or 
bungling.   We  save  you  money,  worry,  time,  power, 
and  bring  to  your  plant  BRAND  NEW  EFFICIENCY! 

I 

We  put  head,  heart  and  hand  into  this  thing. 
CONSCIENCE  is  right  with  us  on  every  job,  and  no  man 
who's  MISLAID  his  can  stay  on  our  pay-roll. 

MERIT,  we  believe,  is  the  Busiest  Plugger  of  them 
all.   THAT,  we  can  say  with  all  modesty,  is  what 
keeps  us  eternally  busy. 

Let  us  send  you  our  Estimator  to  see  what's  what. 

This  means  no  expense  or  obligation  on  YOUR  part 

we're  glad  to  do  it,  whether  we  land  the  job  or  no. 

'Member  the  old,  old  saw,  "A  stitch  in  time  saves 
nine. n 

Yours  for  a  Smooth-running  Engine  Room, 


■waniwiiBmimitiiiiiiimHtmiiiHHimtiii 


DHUMIH 


104 


Gentlemen: 

Without  boasting,  we  can  say  we're  painstaking, 
proficient  and  prompt.   From  boyhood  we've  had  the 
real  Know  How  of  machinery  repairing  right  at  our 
fingers'  ends. 

Saying  that,  somehow,  reminds  us  of  the  fellow  who 
fixed  the  farmer's  well-pump.   His  bill  read  some- 
thing like  this: 

To  repairing  pump,  $  .75 

To  KNOWING  HOW,  5.00 


,5.75 


Right  to  your  plant  we  bring  our  experience,  our 

skill,  with  tools  that  are  up-to-the-minute.  We 

quickly  cure  leaky  valves,  worn  cylinders  or  other 

lost  motion,  and  tone  up  your  power  plant  to  the 
very  highest  notch  of  perfect  service. 

And  our  rates  are  so  reasonable  you're  sure  to  call 
us  again  when  we're  needed.  You  see,  we  make  fast 
friends  with  our  prices  as  well  as  our  workmanship. 

At  our  own  expense  we'll  send  our  man  with  an 
indicator  to  look  over  things  and  give  you  an 
estimate.   You're  not  under  the  slightest  obligation 
to  give  us  the  work  unless  our  figure  is  perfectly 
satisfactory. 

May  we  hope  to  hear  of  your  needs  by  return  mail? 

Yours  for  Satisfactory  Service, 


105 


Dear  Mr. 


I'm  glad  you  answered  our  advertisement,  and  hasten  to  reply  to 
your  letter  personally.   Just  to  talk  plain,  I  think  you'll 
find  this  the  Very  Best  Money-Making  Proposition  you  ever 
bumped  into  in  your  life  I 

I  want  a  man  in  your  town  and  I  want  him  right  away.   He's  got  to 
be  a  Real,  Red-Hot,  Red-Blooded  Man  who  can  go  right  after  this 
Elegant  Proposition  and  Sell  These  Units  with  a  vengeance ! 

I  want  a  Man  who's  a  SALESMAN  from  the  ground  up,  who's  a  DEAL 
CLOSER  from  the  ground  up,  who's  a  MONEY  MAKER  from  the  ground  up  I 
He  must  have  Ginger,  Gumption  and  GETABILITY  in  him!  He  must  be 
Ambitious,  Resourceful,  Reliable — yes,  above  all,  RELIABLE. 
He  must  neither  Shirk,  Shuffle  or  Shilly-shally,  but  TAKE  HOLD 
of  this  thing  with  Head,  Heart  and  Hand  and  W-O-R-K  WITH  ALL 
THERE'S  IN  HIM! 

Now,  the  enclosed  literature  explains  every  phase  of  this 
proposition  from  A  to  Z.  Sit  right  down  and  go  over  it 
C-A-R-E-F-U-L-L-Y.  Get  all  the  Main  Points  firmly  fixed  in  your 
mind.  It  is  a  Good,  Clean-cut,  Legitimate  Investment,  backed 
right  up  by  Strong  Facts,  Strong  Figures  and  Strong  Financial 
Reputations  ! 

We  are  selling  Units  in  a  Developed Acre  Apple  Orchard. 

These  Units  sell  for ,  and  up  to  the  year investors  draw 

—  interest.  When  the  Orchards  begin  to  bear,  the  Unit  Owners 

receive of  the  net  profit  and  our  company for 

management. 

From  the  day  he  invests,  the  Unit  Owner  is  GUARANTEED PER 

CENT  ON  HIS  MONEY,  be  his  crop  large  or  small.  He  will  own  NOT 

MERE  STOCK  in  the Orchards,  BUT  AN  UNDIVIDED 

INTEREST  IN  THE  ENTIRE  ACRES  OF  APPLE  LAND,  WHICH  THE 

COMPANY  AGREES  TO  DEVELOP  AND  OPERATE,  NO  EXPENSES  OR  TAXES  TO  BE 
PAID  BY  THE  UNIT  OWNER  ! 

you'll  have  no  difficulty  in  finding  Hundreds  of  Far-seeing, 
irifty  Folk  in  your  city  and  vicinity  who  will  Sit  Right  Up  and 
jisten  to  a  Clean,  Substantial,  Lucrative  Proposition  of  this 
:ind,  where  the  small  Investor  has  every  Benefit,  Advantage  and 
^course  of  the  larger! 


■   i  ihnhm  Mm*  !!'-:. mmhu   ■ 


106  I 


Sheet  2 

One  of  the  most  Prominent  and  Powerful  Financial  Institutions 
in  the  State  of  Georgia  CARES  FOR  THE  INTERESTS  OF  EVERY  UNIT 
OWNER. 

I  think  you'll  agree  you  could  hardly  start  out  to  face  the  Hosts 
of  Small  Investors  of  your  locality  or  any  other,  with  a  more 
Strongly-Fortified  Proposition! 

If,  after  carefully  going  over  the  facts  enclosed,  you 
thoroughly  appreciate  this  investment  as  a  selling  proposition, 
and  feel  that  you  could  pour  every  vestige  of  your  Energy  and 
Enthusiasm  into  it  right  from  the  very  outset  ;  if  you  are  satis- 
fied as  to  its  Genuineness,  Substantial  Backing,  Magnificent 
Prospects  and  Splendid  Sellability,  I  would  be  willing  to  offer 
you  a  commission  of per  cent  on  your  sales. 

Now,  as  stated  above,  I  want  a  Six-Cylinder  Representative  for 

the  Orchard  Proposition  at  once,  and  would  thank  you 

to  let  me  hear  from  you  without  delay,  stating  frankly,  freely 
and  fully  just  what  you  think  you  could  do  with  the  proposition. 

Yours  very  truly, 


utiiiiNiinimuiimiin 


wutiinmiui  hum mm  i  i  inniiuiwiimmii 


.i.Hii,  i  IN!;!  -,,  ii!     ':,      i  illl.lii  ■"   ■      ■  .'  .■:'.  .■.!'.     .     (Hi:  ':iJi;i: .-.;..  , i     .,        , 


107  ! 


>ear  Sir: — 

fait!  One  moment,  please. 

le   dcn't  want  a  dollar  of  yours;  not  a  word  about  insurance, 
lither  ! 

te're  in  trouble;  we  have  a  little  favor  to  ask  of  you — it  is  not 
men ;  in  the  end  you  will  be  the  "gainer!" 

fOW — listen! 

because  of  your  position  and  standing  in  your  locality,  we 
jelieve  you  can  give  us  the  names  of  one  or  two  good  men  in  your 
;ity,  who  might  be  developed  into  capable  representatives  for 
;his  Company. 

fere  is  a  chance — a  big  one — a  solid,  substantial  SOMETHIN'-IN- 
!T  for  the  RIGHT  MAN!  ! 

le   want  him — we  want  him  NOW ! 

le   believe  YOU  can  point  out  the  right  man. 

re  don't  ask  you  to  do  this  for  nothing — we  ask  you  to  accept  a 
•eward  ! 

COMMISSION  ON  ALL  THE  BUSINESS  HE  WRITES  DURING  THE  FIRST 
TEAR !  !  ! 

isn't  this  worth  while  to  you? 

Jan't  we  depend  on  you  to  promptly  take  an  interest  in  this 

Ling,  and  AT  ONCE  get  us  into  communication  with  the  VERY  BEST 
:IND  OF  A  MAN? 

te'd  really  like  to  have  the  names  of  SEVERAL,  or  maybe  you  have 

particular  friend,  whom  you  would  like  to  see  DO  MORE  than  he 
.s  doing — this  is  a  real  legitimate  opportunity  for  you  to  help 
lira  to  SOMETHING  BIGGER. 

id,  then,  too,  you  musn't  forget — there's  a  real,  interestin' 
lcunt  of  money  in  it  for  you! 

If  for  any  reason  you  won't  do  this  for  us,  won't  you  write  us 
RIGHT  AWAY? 

DO  THIS,  PLEASE. 

Yours  very  truly, 


■ !> ■  '•       ■         '  '    '     I'.  ■■'■    '     ' 

108 


Dear  Mr.  

I  am  somewhat  at  a  loss  to  understand  why  you  haven't  answered 
my  recent  letter.   For  some  reason  I  had  you  in  my  mind  as  the 
very  man  who  would  be  quick  to  grasp  this  exceptional  invest- 
ment proposition  as  a  big  and  extraordinary  Profit-Maker  for 
himself. 

It  may  be  that  my  letter  miscarried  in  some  way,  and  if  that 
is  the  case  and  this  one  reaches  you  safely,  I  shall  expect  to 
hear  from  you  right  away. 

I  am  particularly  anxious  to  get  someone  in  your  locality  at 

the  earliest  possible  moment a  man  with  the  Productiveness 

and  the  PUNCH;  who  can  sail  into  this  

Orchard  proposition  and  successfully  show  the  prospective 
investors  of  your  locality  what  an  excellent  thing  it  is. 

Now,  if,  for  any  reason  whatever,  you  are  not  in  shape  to  take 
off  your  coat,  plunge  right  in  and  give  this  matter  your 
Strongest  Possible  Efforts,  I  will  thank  you  very  much  to  so 
advise  me  by  return  mail. 

The  literature  sent  you  in  my  first  letter  clearly  bears  out 
our  claims  that  this  is  essentially  an  investment  for  THE 
LARGE  SAVINGS-ACCOUNT  MAJORITY,  who  want  more  than  3%  or  4% 
on  their  money. 

The  Units  sell  for  $350,  and  draw  6%  interest  up  to 

the  year  1917.   THIS  6%  IS  GUARANTEED,  and  begins  from  the  day 
of  investment.   Beside  this  guaranteed  interest,  every  Unit 
owner  will  receive  87  1/2%  of  the  net  profits  derived  from  the 
operation  of  these  orchards,  the  company  being  allowed  121/2% 
for  management. 

emember  further  that  the  Unit  Owner  is  not  simply  a  stock- 
older  in  the ,  but  actually  owns  an 

divided  interest  in  the  entire  1,000  acres  of  apple  land, 
ich  the  company  agrees  to  develop  and  operate,  no  expense  or 
.axes  to  be  paid  by  the  Unit  owner. 

len  and  women,  serious-minded,  sensible,  saving,  resourceful 
>eople,  can  readily  be  induced  to  listen  to  this  exceptionally 
tdvantageous  investment  proposition,  where  the  larger  investor 


il-Xil    i 


109 


Sheet  2. 

has  no  advantage  of  any  kind  over  the  smaller ;  where  the  small 
investor  is  fully  protected  against  every  possible  contingency 
of  loss  ! 

The  Trust  Company  of  looks  after  the  interests  of  the 

Unit  Owner  throughout  this  propostion the  standing  and 

strength  of  this  institution  certainly  lends  an  element  of 
security  to  the  investment,  as  well  as  increased  force  to  all 
of  your  arguments. 

I  am  sure  there  is  a  rare  opportunity  for  you I  am  sure 

there  is  a  rare  opportunity  for  many  people  with  surplus 
money  in  your  locality. 

As  stated  in  my  former  letter,  I  want  a  representative  worthy 
of  the  high  character  of  the  investment,  and  he  can  certainly 
draw  down  a  very  handsome  compensation  for  every  day,  every 
hour,  devoted  to  the  selling  of  Apple  Orchard 

Units. 

I  feel  that  in  offering  you  a  commission  of  per  cent  I 

am  giving  you  a  very  strong  incentive  to  take  hold  with  the 
determination  to  make  a  record  for  yourself,  and,  incident- 
ally, bring  about  a  big  and  gratifying  difference  in  your 
balance  at  the  bank! 

Now,  I  shall  expect  to  hear  from  you  right  away,  if  you  want 
to  take  advantage  of  my  offer.  Remember,  the  saying  that 
"Everything  comes  to  him  who  waits"  is  all  wrong;  EVERYTHING 
10MES  TO  HIM  WHO  GOES  AFTER  IT! 

Setter  get  your  letter  to  me  in  tonight's  mail. 

'ours  very  truly, 


President. 


imiitniiimimtfit:;:  ■MMMMMNMMi 


miititimtiiinimnsiiiMiitti 


110 


A  DISCOVERY!  AN  INVENTION! 
AN  IMPROVEMENT ! 

Dear  Sir: 

News  !  ! 

Heretofore,  you  see,  the  stripes  or  checks  of  a 
fellow's  coat  didn't  MATCH  at  the  back,  where  the 
seam  is. 

Now  they're  GOING  TO! 

And  this  store  is  the  FIRST  to  introduce  this  Great 

Step  Forward  in  Clothescraf t . 

REALLY,  YOU  MUST  COME  AND  SEE  WHAT  IT  ALL  MEANS. 

FURTHERMORE  : 

You  must  see  this  Aristocratic  Autumn  Array  of 
and  Clothes  ! 

Sumptuous  apparel,  Horatio and  yet and  yet  the 

Penalty  isn't  at  all  severe,  say  $17.50  to  $35  or 
thereabouts. 

The  question  is:  WHEN  will  you  deign  to  TRY  ON 
these  royal  robes;  we're  waiting,  willing,  watching 
YOU'RE  the  doctor so 

SUIT    YOURSELF. 

Yours  truly, 


inn:;i!i  Itli-iniftKHJm, :•■•;■! 


-i-ivm;i;i  csKiin  mmiiiinn/imfiii'ii.c.ttii; 


mmmmmtm 
111 


Dear  Sir: 

When  you  put  on  a  Garment,  there's 

no  denying  you're  stepping  into  THE  RIGHT  KIND 
OF  SCENERY! 

and  were  both  born  with  the  cutting- 
shears  in  their  hands  and  carved  clothes  from  the 
Cradle  ! 

We  know  the  kinks  and  curves  of  Conscientious 
Tailoring  from  the  ground  up,  and  take  Pains,  Pride 
and  Pleasure  in  Every  Garment  we  build. 

If  there's  a  single  stitch  on  the  blink,  WE'RE  the 
first  to  set  up  a  howl  ;  the  Customer  never  gets  a 
CHANCE  to  I 

We're  itching  to  Make  that  Winter  Suit  or  Overcoat 
for  you.   We've  got  Better  Woolens  and  Workmen 
than  we  EVER  had  and  can  turn  you  out  a  Clean-Cut 

Garment  with  Dash  and  Durability  in  it and  say  I 

You've  no  more  chance  of  getting  anything  as  RIGHT 
in  a  Ready-made  than  a  Crippled  Canary  has  at  a 
Cat-show  ! 

Put  your  good  money  in  a  Suit. 

YOU'LL  GET  IT  OUT  AGAIN  IN  SUPREME  SATISFACTION! 

Better-Built  Clothes  are  an  INVESTMENT, 

not  a  Speculation. 

Why  Gamble  when  you  can  get  a  Sure  Thing? 

Sincerely  yours, 


■ : :  ■  ■ 


C  UMMHMtuittitjiiii^iiiuiiiiuiiiMiiiiiiLtiiuittiLiriiiiiiLiiiiiiJiiiiiiiiticiiritiiutiiiftittiMfiiiJirriifOitifiliirimtAi rtiit  iitililiiMnilimilXlTlitrTiuEtiiiiiiftitiin iiiiiiiiiiiiiMiiiniiiiiiinimiiiiiiDiiiiiiiitiiiiiHiiiiifiiiiliiliiliiftiiiiiiiiif iiMiHiiMiiiiniiuiiaiiiiiiiiniiiiiniHiiiMniiiiiniiiuiiiiinii<iiMniriiiHiiiiHniuiiiiiiiiiii(iiiiuiniiuiuiuHiitiiii;,MniiHituniiuiniiiiumiiit^ 

112    I 


Dear  Mr. 


Looks  like  Gentle  Spring  has  slipped  the  knock-out 
drops  to  Winter  a  bit  earlier  this  trip  I 

Why  not  step  in  and  pose  for  that  fresh  young  suit? 

Patterns? 

Great   Scott YES ! 

Master-weaves  of  Magnificence Cloths   of  Class 

a  WHOLE  RAFT  of   •  em ! 

We're  anxious  to  mould  one  to  your  manly  form, 
tho1   you've  not  the  slightest   obligation  to   let 
us  when  you  look  'em  over. 

Cordially  yours, 


iiiiliiiiiiMiniiiii:,i,i i 


' i»"liiili:mmii:i-iin ii.N>Ni>iitiM!>ii!i<iijiiiiiiimi!iii:iiii:i;<ti<-iMi<i'Hi in., 


RmmtHMiHimmn immn  i  ■  mnamMtmunntii mmm 


113 


Dear  Mr.  

We  wish  we  knew  the  reason  you  haven't  been  in  to 
order  THAT  SUIT. 

We're  wondering,  waiting,  watching  I 

For  some  time  you've  sorta  forgotten  us. 

And  even  a  tailor-chap  hates  to  be  forgotten. 

You  see  it  isn't  all  Duds  and  Dollars there's 

a  bit  of  deeply  genuine  pleasure  in  having  one's 
patrons  reappear ! 

This  season  we're  quite  happily  fixed  in  Faultless 
Fabrics  that'll  Fit  your  Fancy. 

May  we  hope  you'll  drop  in  to  look  at  them  at  a 
very  early  day? 

Whether  you  select  something  or  not,  we'd  be  most 
happy  to  see  you,  anyway. 

Very  truly  yours, 


ttiiiuitimiiiiiii;iiii!iiiiiititrtiiiuitiiiiiiiiiin 


114 


Dear  Sir: 

We're  thinking  about  you  and  your  summer  suit. 

It  sorta  worries  us. 

We'd  like  to  make  it,  if  it  IS  to  be  made. 

A  flock  of  feather  weight  fabrics  are  here  awaiting 
your  Lordship's  inspection. 

Properly  "carved,"  one  of  these  will  make  you  a 
cool,  crisp,  summery  suit:   You'd  get  a  world  of 
satisfaction  out  of  it  in  the  sweltering  days 
to  come. 

Can't  we  coax  you  to  come  in  and  look  'em  over? 

If  you  DO,  why,  the  moment  you  mount  the  measuring- 
block,  you  have  our  iron-clad  guarantee  of 
satisfaction. 

No  fit,  no  funds see? 

Ain't  that  fair? 

Yours  very  truly, 


■MWfflHnwtiMitnmiiiMninnHHHiHmnmi 


immmmiHmuHiimtimimiHnHmuHiitutHii!!!  ;, i  •■■:■■:         ■■ ,.■ .  ■■     ;  imnnimiimuiimjimmr;! 


115 


Dear  Sir: 

Tear  up  our  letters  and  throw  them  in  the  waste 
basket  if  they  bother  you. 

We  only  mean  them  as  gentle  reminders  to  our  past, 
present  and  prospective  patrons  who  MAY  be  in 
the  suit-ordering  mood. 

But  don't  blame  a  tailor-chap  if  he's  a  little 
persistent  just  because  he  feels  clear  down  to  his 
boots  that  he  REALLY  CAN  make  a  suit  that  you'll 
take  REAL  delight  in  wearing  ! 

There's  such  a  difference  in  clothes,  the  men  who 
wear  them  and  the  tailors  who  make  them. 

When  a  tailor  is  crankier  than  his  customer  about 
giving  him  a  perfect  fit,  usually  the  customer 
GETS  a  perfect  fit. 

Everybody  know  the  boys  are  fussy  about 

getting  every  garment  JUST  EXACTLY  RIGHT. 
THAT'S  why  we're  so  dead-sure  of  pleasing  YOU! 

Scads  of  summery  suitings  are  sojourning  in  our 

shelves,  sighing  for  your  selection. 

Surely  you  haven't  the  heart  to  keep  them  waiting 

long? 

Yours  very  truly, 


116 


Dear  Mr.  

A  cloud  hangs  over  our  young  lives  ! 

Dame  Fortune  has  slipped  us  a  Golden  Citrus. 

In  YOUR  case,  we  mean,  we've  been  unlucky. 
You've  never  sauntered  in  to  be  measured  for  that 
Garment the  Suit  Supreme  ! 

Somehow,  we're  downright  sure  we  can  Hit  the  Bull's 
Eye  of  Your  Expectancy  in  Carving  Out  Clothes 
of  Character. 

A  perfect-fitting  suit  is  a  Joy  Forever,  and 
we've  been  manufacturing  JOY  for  a  long,  long  time! 

Right  now  we  have  in  the  shelves  a  Fresh,  Faultless 
Flock  of  18-Karat  Fabrics.   Now,  one  of  these 
captivating  cloths  is  sure  to  get  a  Toe-hold  on 
your  Fancy,  then  we'll  rope  you  with  the  tape-line 
and  the  deed's  done. 

Every  stitch  in  a  suit  is  Guaranteed;  it  is 

built  to  Look  and  Wear  Well  long  after  ordinary 
clothes  have  been  peddled  off  to  the  second-hand 
man. 

And,  though  our  prices  are  far  too  low  for  the 
kind  of  Duds  we  put  together,  we  hope  THAT  won't 
keep  you  away ! 

YOU'RE  NEXT come  on. 

Sincerely  yours, 


117 


Dear  Mr.  

We  want  to  make  you  a  Genuine  Better- 
Built  Suit  for  this  Winter! 

Our  tailoring-talent  is  at  top-notch  and  our 
tape-line's  itching  to  take  your  measure! 

The  Good  Lord  meant  us  for  Tailors.   We  don't  know 
Beans  about  anything  else.   Our  work  is  our  Art, 
dear  friend;  our  tailor-shop  our  Studio. 

We  can  make  you  a  suit  that'll  prove  to  you  that 

Tailors  are  Born  and  not  Made  !  What  might 

overlook,  would  be  quick  to  see  ;  and 

vice  versa.   THERE  ARE  NO  SLIPS!  Every  Suit  is 
Supremely  Satisfactory. 

And,  mark  you,  the  goodness  of  our  garments  isn't 
all  EXTERIOR;  the  interior  finish  and  linings  are 
Right  and  Real  and  Ripless.   In  other  words,  YOU 
CAN  GO  BEHIND  THE  SCENES  AND  FIND  THE  RIGHT  STUFF! 

Better-Built  Clothes  have  the  High-Priced 

Ready-Mades  Stung,  Crushed,  Beaten  and  Subdued. 
They're  tailored  from  the  Heart  as  well  as  the 
Head. 

When  are  you  coming  in? 
We're  WAITIN' 
For  YOU! 

Your  friends, 


lUIIIHIIIUtUMItHinHIIIUlHJIIHdliliii     :.  .       :n     .. 


118 


YOU'RE 

MISSING 

SOMETHING  I 


Dear  Mr. 


A  worth-while  saving  awaits  you  in 

this  15%  Off  Sale. 

'Bout  time  you  were  coming  in! 

The  Curtain  Drops  pretty  soon  on  our 
little  price-cutting  picnic. 
Get  in  before  the  gong  rings  I 

Some  Prime,  Persuasive  Patterns  are 
still  waiting  to  be  Plucked. 
Several  of  'em  are  YOUR  particular 

kind why  not  Bloom  Out  in  a 

Tailored  Suit  while  the  Regular 

Tariff's  declared  off? 

Sincerely  yours, 


Kiiliiir.fiiutiti  :«Hii!!i:tii':i;'/ti.:'::!(i!!iM;n!ini;i;'.!i:,:uijiiiii-i!BTtl!!ii!( 


119 


Dear  Mr. 


We  know  that  clothes  don't  make  the  man,  but  they're 
mighty  helpful  in  getting  a  hearing  ! 

Somehow,  we  imagine  it's  our  job  to  keep  you 
looking  prosperous. 

Incidentally,  of  course,  that  has  a  bit  to  do  with 
our  own  prosperity. 


suit  has  a  quiet  dignity  and  elegance  all 


its  own it  radiates  good  taste. 

Let  us  book  you  for  a  change  of  scenery. 
It'll  make  us  both  happy. 
No  josh. 
Faithfully  yours, 


mwaimiiHiiiiiimmiutiiuiuuiiiiirni 


rii!tiirhii[liilltHhnii»Mi>,nNiiit.UMimi.i!i1iiiumMMnMHWMMMMUIt:<'  MMMIMII1MII1I 


«-iiiummiMumuuuumoimiu»B'ni'li:iii" -■l"'l:     "     «  ■'  iSBBBMkl 


120  ! 


Dear  Mr. 


Pardon  us maybe  we're  a  bit  too 

persistent. 

But  persistency  is  the  child  of  progressiveness. 
We  long  to  take  your  measure  for  that  dashing 
spring  suit. 

We're  watching  our  doorway,  in  the  agonies  of 
anticipation,  hoping  you'll  drop  in. 

Scads  of  suitings  I   Sprightly  textures  that'll 
strike  your  fancy  in  jiffy  time  I 

Why  procrastinate?  Monday's  a  mighty  good  day 

to  order  the  built  suit the  other  good  days 

are  Tuesdays,  Wednesdays,  Thursdays,  Friday  and 
Saturday. 

Faithfully  yours,  .  > 


:■,-,.. 


umbnvmmI 


■ 


121 


A  LITTLE   THOUGHT 
ABOUT  CO-OPERATION. 


Dear  Mr. 


You  being  a  property  owner  of  this  vicinity, 

I  thought  you  might  warm  to  the  idea  of  personally 

patronizing  the  stores  of  the  locality. 

Ours  is  the  only  store  of  its  class  IN  the  neighbor- 
hood and  I  think  it  HELPS  the  neighborhood. 

My  motive  may  be  a  bit  selfish  in  writing  you  about 

our  English-made  and  — Clothes,  

Raincoats,  Shirts,  Underwear  and 

Hats.  Of  course,  I'd  like  a  little  of  your 

trade,  but  DECIDEDLY  NOT  unless  I  had  the  merchan- 
dise that  pleased  you. 

In  other  words,  I  don't  expect  the  custom  of  the 
property  owners  on  any  sympathy  basis,  but  with  a 
little  co-operative  thought,  PROVIDED  I  HAVE  THE 
GOODS  THEY  WANT. 

I  hope  you'll  find  a  few  minutes  to  drop  in  and  see 

the  new  things  we're  showing YOUR  CALL  ENTAILS  NOT 

THE  SLIGHTEST  OBLIGATION  TO  BUY.   In  fact,  I'd  like 
awfully  well  simply  to  become  acquainted  with  you. 
Won't  talk  shop  at  all  unless  you  want  something. 

And  if  you'll  be  kind  enough  to  ask  for  me  person- 
ally, I  shall  appreciate  it. 

Sincerely  yours, 


■ 


1  I  r 


122 


EXTRA    II 


Dear  Sir: 

Want  to  see  some  rare  stuff  from  Nippon? 

Cloth  mixtures  a  la  Mikado? 

Fabric  Fancies  fresh  from  Jiu  Jitsu  Land? 

Nippon  Spring  Overcoats,  stunningly  designed  out 
of  Jap-land  cloth,  by  New  York's  past-masters 
in  the  modeling  of  artistic  apparel. 

KEEN  garments,  these  I 

Exactly  as  you'll  see  'em  along  Fifth  Avenue  on 

those  crisp,  sunshiny  afternoons  of  early  Spring, 

You  must  slip  in  and  try  one  on.   This  is  the 
happy-to-show-you  house,  where  you  can  LOOK  at 
things  without  feeling  OBLIGATED. 

Spring  won't  wait. 
Why  should  YOU? 
Come  TODAY! 

Yours  truly, 


ALSO  JUST  ARRIVED  I 


ANOTHER  CROWNING  ATTRACTION 
OF 

'S  SPRING  FASHION  SHOW 

SUIT  STYLES  SUPREME 
FROM  THE 


STUDIOS  OF  SMARTNESS 


■ 


123 


CONFIDENCE    ! 

Dear  Sir: 

Confidence  is  a  big  word  with  a  big  meaning. 

Confidence  is  the  Solid-Rock  Foundation  upon  which  we  stand. 

One  of  the  things  you  like  is  to  walk  into  a  store  and  know 
you'll  get  what  you  want  at  the  price  you  want  to  pay. 

AND  KNOW  NOBODY  ELSE  CAN  BUY  IT  FOR  ANY  LESS ! 

The  history  of  this  store  is  simply  Sixteen  Years  of  Plain 
Figures  and  Plain  Facts. 

Rigid  Rule  No.  1  is  One  Price. 
Rigid  Rule  No.  2  is  Plain  Figures. 
Rigid  Rule  No.  3  is  Honest  Values. 

No  mysterious  markings  on  price  tickets  here,  neither  do  we 
play  favorites. 

EVERY  CUSTOMER  IS  A  FAVORITE  AT  THIS  STORE! 

OUR  GOODS  ARE  BOUGHT  ON  A  STRICTLY  CASH  BASIS. 

EVERY  PENNY  WE  SAVE  IN  DISCOUNT  GOES  INTO  YOUR  POCKET  ! 

Think  this  over,  twice! 

The  simple  reason  we're  doing  the  largest  clothing,  shoe  and 
furnishing  business  in  is  simply  this: 

People  know  EVERY  DOLLAR  BUYS  ITS  LEVEL  BEST  AT  'S! 

Handsome  Fall  Arrivals  in  Dependable  Head-to-Heel  Apparel  are 
awaiting  your  inspection.  We  think  it's  the  Finest  Selection 
of  Men's  Garments  ever  shown  here. 

Our  store  is  your  store.   Always  come  in  and  visit  to  your 
heart's  content;  we  never  expect  you  to  buy  unless  you're  in 
the  mood. 

You're  Heartily  Welcome! 

Cordially  yours, 


utMHHHiniiiHHitimiiuimtiiiiiiiiiiiiiiiiiiiiiidN; 


«  ■    ■ 


iiimiiiniiitiii rirniifdiimii.i! 


124  i 


Dear  Mr. 


If  you're  very  busy,  pardon  me. 

But  I'm  thinking  about  you  and  your  Fall  Suit. 

For  some  time  you've  forgotten  us. 

And  even  a  tailor-chap  hates  to  be  forgotten. 

You  see  it  isn't  all  Duds  and  Dollars there's  a 

bit  of  deeply  genuine  pleasure  in  having  one's 
patron's  reappear! 

This  season  I'm  quite  happily  fixed  in  the  matter  of 
Imported  Cloths  that'll  strike  your  fancy. 

May  I  hope  you'll  drop  in  to  look  at  them  at  a  very 
early  day? 

Whether  you  select  something  or  not,  I'd  be  most 
happy  to  see  you  anyway. 

Very  truly  yours, 


'iiiifiimiiiimimnmi 


125 


Dear  Mr.  : 

Pardon  me ! 

I  don't  want  to  bother  you. 

Eut  I'm  more  than  anxious  to  show  you  the  Stunning  New 

Clothes  about  which  we  recently  wrote  you. 

They  made  an  Instantaneous  Hit  I 

Dozens  of  MEN  WHO  LIKE  THE  CLOTHES  YOU  LIKE,  have  come  in  and  BEEN 
CONVERTED  to  the  sanely  artistic  ideas  of  this  Original  De- 
signer, who  has  dared  to  cast  precedent  aside  and  do  things  dif- 
ferently. 

By  all  means  come  and  see  these  clean-cut,  uncommon  garments,  as 

well  as  our  faultless  fall  models,  which  this  year  are 

really  a  trifle  toppier  than  anything  their  talented  Craftsmen 
have  ever  handed  out. 

I'm  going  to  expect  you  within  a  day  or  two. 

You'll  be  very  glad  you  made  the  little  j  ourney. 

Cordially  yours, 


126 


DON'T  WAIT!  ACT  ON  THIS  TODAY  I 
Dear  Sir: 

Everybody  is  out  for  money,  profit,  gain — we  assume 
YOU  are. 

Read  the  enclosed  circular  on  both  sides  VERY  CAREFULLY 

— then  you  are  sure  to  buy  a  lot  or  two  in , 

the  coming  big  metropolis  of  Northern  Alberta. 

THESE  LOTS  HAVE  SOLD  WITH  A  MIGHTY  RUSH. 

Only  the  WHITE  spaces  on  the  red  plat  show  those 
UNSOLD. 

So  you'll  have  to  ACT  QUICKLY  if  you  grasp  the 
opportunity  for  immense  profts  on  this  small  investment 
you  can  make  on  easy  terms. 

The  is  the  Future  Busy  Center  of 

,  which  is  destined  to  be  one  of  Canada's 

greatest  cities. 

Just  to  talk  real  plain,  we  think  you'll  find  this  the 
very  best  money-making  proposition  you  ever  bumped 
into  IN  YOUR  WHOLE  LIFE  ! 

Red-blooded  people  from  everywhere  are  rushing  into 
Canada — it  is  the  last  great,  big  unsettled  country 
where  Golden  Opportunities  are  to  be  found. 

YOU  may  be  one  of  those  to  profit  by  these  conditions 
if  you  invest  at  once  in  

Again  we  say,  go  over  the  enclosed  circular  very  care- 
fully. It  explains  every  phase  of  the  investment 
from  A  to  Z.  SIT  RIGHT  DOWN  AND  GO  OVER  IT  NOW. 

Get  all  the  main  points  firmly  fixed  in  your  mind. 
It  is  a  good,  clean-cut,  wise,  safe,  legitimate  in- 
vestment, BACKED  UP  BY  STRONG  FACTS,  STRONG  FIGURES 
AND  STRONG  FINANCIAL  REPUTATIONS. 

We're  not  trying  to  hurry  you  today. 
Our  plat  of  lots  itself  is  your  warning. 

It  is  the  red  danger  signal  that  NO  TIME  IS  TO  BE  LOST 
if  you  have  a  little  money  on  which  you'd  like  to  make 
BIG  RETURNS  with  absolute  safety. 


(liiifi;niin;(iiiin  iWiiidiiiii!  iii!(..!ii  .,;:,,:,  ,...■       ..i. ■•■,.'.■■  ■  ■ 


127 


Sheet  2 

Should  the  lot  you  pick  out  be  gone  by  the  time  your 
letter  reaches  us,  we  will  write  or  wire  you,  and  you 
can  either  select  another  or  we  will  refund  your  money. 

TEN  PER  CENT  OF  THE  PURCHASE  PRICE  IS  ALL  THAT  IS 
NECESSARY  FOR  YOU  TO  SEND. 

Look  over  the  list  of  unsold  lots  and  prices,  and  if 
possible  write  to  us  in  TONIGHT'S  MAIL. 

You  will  not  be  sorry  that  you  heeded  our  admonition 
to  make  haste — the  hundreds  who  have  bought 


lots  are  now  rejoicing  over  the  things  they  hear  of 
the  big  and  positive  prosperity  confronting  


Don't  YOU  let  this  Live  Chance  "lay  dreaming  I" 

A  Big-Profit  Opportunity  is  LOOKING  YOU  IN  THE  EYE 
RIGHT  THIS  MINUTE! 

BUY  that Lot. 

BUY  it  immediately. 

TAKE—THE— STEP— TO-DAY  ! 

Yours  very  truly, 


.    ..   I  .'ill  ,..,,-■.    Mi;  IN. I  • 


128 


SECOND  CALL  !   YOUR  OPPORTUNITY  IS  VANISHING  ! 

)ear  Sir: 

lis  is  not  more  "rush  talk." 

?he  lots  in  have  been  going  more  rapidly  than 

)ver   since  we  wrote  you. 

re  write  again,  thinking  possibly  our  letter  was  misdirected  or 
'ailed  to  reach  you. 

Lgain  we  send  you  the  descriptive  circular  of  this  property,  for 
'ear  you  may  have  lost  the  other  one. 

'ou  know  the  old  truism  that  Shakespeare  wrote:  "There  is  a  time 
id  tide  in  the  affairs  of  men  which,  taken  at  its  ebb,  leads  on 
o  Fortune  !" 

ie  eyes  of  the  world's  opportunity  seekers  are  firmly  fixed 
ipon  Canada — immigration  figures  don't  lie  I 

l11  this  rush  of  humanity  to  and  through will 

increase  the  value  of  your  lot  day  by  day.  Its  price  will  go 
steadily  upward;  and  as  the  city  soars  and  thrives,  and  build- 
ing activity  goes  forward  by  leaps  and  bounds,  you  are  sure  to 
feel  that  it  was  a  lucky  stroke  when  you  made  up  your  mind  to  buy 
that  lot  in  

We  believe  you  are  satisfied  enough  about  the  security  of  the 
investment.  We  believe  you  are  satisfied  about  the  standing  of 
this  Company  and  its  strong  financial  references. 

But,  somehow,  you  seem  to  hesitate. 

Maybe  you  can  scarcely  believe  your  $200  or  $300  lot  in 

will  greatly  increase  in  value  as  we  say  it  will.  Now  if 

were  not  a  great  natural  shipping  center,  if  it  were  not  the 
portal  city  to  such  a  tremendous  agricultural  region,  if  it  had 

not  such  powerful  and  influential  friends  as  the  

and  the well,  maybe  you 

would  be  right  about  going  slowly  in  this  thing. 

But  you  know  all  the  facts  now.  We  feel  that  it  is  time  for  us  to 


129  I 


Sheet  2 

cease  talking  and  let  you  make  up  your  mind  in  your  own  good 
time — ONLY  YOUR  CHANCE  WILL  BE  GONE  BEFORE  VERY  LONG. 

We  sincerely  hope  that  TODAY,  right  now,  this  very  moment,  you 
will  put  aside  all  petty  hesitancy  and  doubt,  and  make  your 
remittance  for  this  10%  of  the  purchase  price. 

Turn  to  the  big  circular,  select  your  lot,  and  get  your  letter 
off  within  this  hour!  DO  THIS  RIGHT  AWAY. 

THE  TIME'S  RIPE! 

Tomorrow  something  else  may  intervene. 


Today,  today,  is  the  time;  MAKE  THIS  PURCHASE  OF  A 
LOT  YOUR  VERY  NEXT  ACT. 

Yours  truly, 


Per- 


130  i 


A  GENTLE  WARNING  I 
OUR  THIRD  AND  LAST  CALL! 


Dear  Sir: 

You  know  the  old  saying  that  "Everything  comes  to  him  who 
waits"  is  all  wrong. 

EVERYTHING  COMES  TO  HIM  WHO  GOES  AFTER  IT! 

Today  with  a  mighty  few  dollars  you  can  lay  the  foundation  for 
a  nice  bundle  of  greenbacks  within  a  few  years!   Yes,  this  is 
not  a  dream it's  the  solid,  substantial  truth. 

For  the  third  time  we  write,  inviting  you  to  buy  a  lot  in 
Subdivision  of  the  city  of  ,  the  great  gate- 
way to  River  and  all  Northern  . 


The  circular  sent  you  in  our  first  two  letters  clearly  bears 
out  our  claim  that  this  easy-to-make  investment  in  a  coming 

great  City in  the  very  heart  of  what  should  be  its 

busiest  business  center will  bring  you  a  handsome  profit  on 

the  small  amount  of  money  you  put  into  it. 

These  people  who  have  already  bought  lots  are  men  and 

women  who  are  serious-minded,  sensible,  saving,  resourceful. 
They  are  small  investors  who  are  careful,  yet  they  quickly 

made  up  their  minds  that  a  city  like  ,  with  its  rich 

tributaries,  great  river,  and  other  wonderful  natural  ad- 
vantages, was  the  safest  place  in  the  world  to  invest  their 
money,  and  the  easy  payment  plan,  whereby  they  pay  but  10% 
down  and  $10  monthly,  made  them  speedily  decide  that  a 
lot  was  a  splendid  buy  and  a  rare  opportunity. 

to  are  SURE  THIS  IS  A  RARE  OPPORTUNITY  FOR  YOU,  TOO.   Here  is 
irely  an  ideal  investment.   It  will  bring  you  maximum  re- 
Lrns  consistent  with  absolute  safety.   This  is  a  wise,  worry- 
iss  way  to  make  $10  a  month  earn  money  for  you  with  every 
issing  day.   Put  this  $10  a  month  to  work  where  it  will 
.n  the  greatest  rewards  for  you.  You  worked  for  that  money 
-now  let  it  hustle  like  blazes  for  you. 


You  know  there  are  two  kinds  of  people  in  the  world those 


■nwaoMMM 


131 


Sheet  2. 

whose  are  always  getting  ready  to  do  something,  and  those  who 
go  ahead  and  do  it ! 

YOU  BE  THE  FELLOW  WHO  WENT  AHEAD  AND  DID  IT  !   Make  up  your 
mind  THIS  MINUTE  that  you  are  going  to  own  that  lot  in 

;  that  you  are  going  to  buy  it  today that  in  this 

land  of  opportunity  your  small  investment  now  will  yield  big 
and  gratifying  returns  within  a  few  years;  that  you  will  get 
your  10%  first  payment  off  in  today's  mail,  because 

YOU  DON'T  WANT  TO  BE  THE  MAN  WHO  WOULDN'T  LISTEN  I 

You  don't  want  to  be  the  man  who  stood  still! 

You  want  to  be  the  man  who  reached  out  his  hand  at  the  right 
time  and  grasped  a  beaming  opportunity  to  win  much  and  invest 
little. 

Have  your  letter  on  the  way  before  you  lie  down  to  sleep 
tonight own  that  lot,  because  it  is  a  sound  invest- 
ment, because  it  is  guaranteed,  because  hundreds  of  other 
level-headed  people  have  set  the  example  for  you,  because  this 

lot  is  easily  bought,  easily  paid  for,  and  because who 

knows your  profits  on  it  may  furnish  the  foundation  for  a 

lifetime  competency  and  years  of  prosperity  and  happiness  ! 

Success  comes  to  all  Won't-Wait  People  who  never  put  off  'till 
tomorrow DON'T  YOU  DELAY  A  DAY  LONGER! 

Yours  very  truly, 


Per- 


.1.  il.  Mil' ~ 


132 


Dear  Sir: 

I  am  very  glad  to  get  your  inquiry. 

I  can  assure  you  it  means  more  to  YOU  than  to  us,  even  though  we 

make  a  sale. 


Subdivision  has  the  Biggest  Future  in  — 


to-day,  and  what  is  equally  as  interesting,  we  are  selling  at  at 
to  others'  prices! 

If  you  will  be  guided  by  my  advice  right  now,  you  will  be  very 
happy  over  your  investment  before  another  year  rolls  'round. 

is  to  be  the  most  prosperous  pay-roll  city 

between and .  Within  three  years  you  will 

find  a  population,  paved  streets,  sewers,  sidewalks, 

electric  lights,  schools,  churches,  big  manufacturing  plants — 
a  railroad  and  industrial  city  WITH  PROPERTY  VALUES  'WAY  UP  AND 
CONSTANTLY  ON  THE  INCREASE. 

And  THEN  ! 

Then  I  wouldn't  be  able  to  buy  back  your  property  in 

Subdivision  FOR  FIVE  TIMES  WHAT  I'M  ASKING  YOU  FOR  IT  TO-DAY! 

There's  a  time  for  the  conservative  man  to  buy. 
That's  when  OTHER  conservative  men  are  buying. 

Every  day  we're  selling  lots  in to  the  most  cautious 

investors — men  who  think  hard,  look  far  and  "make  assurance 

doubly  sure. n 

THEY  are  certain  of  Big  Profits;  so  will  YOU  be  when  you 

investigate.   THEY  bought  of  us  at to others'  prices. 

PROPERTY  RIGHT  NEXT  TO  OURS  IS  BEING  SOLD  AT  DOUBLE  WHAT  WE  ASK  ! 

If  you  act  PROMPTLY  I  am  sure  you  will  be  glad  you  did.  Our 
automobile  is  at  your  service  at  any  hour  you  notify  us.  Our 
easy  terms  will  please  you  as  much  as  our  low  prices. 

Read  over  the  enclosed  circular  and  price  list. 

Let  us  know  right  away  how  soon  you  can  look  over  these  lots. 

The  choice  ones  are  going  rapidly. 

You  want  that  kind. 

Don't  put  it  off. 

Write,    'phone  or  wire  us  immediately. 

Yours   very  truly, 


133 


JULY  29TH! 
JULY  29TH! 


)ear  Madam: 

le   repeat  the  date  'cause  we  want  you  to  BURN  IT  IN  YOUR 
SMORY ! 

[t's  the  day  our  Big  Fall  Opening  begins  I 
id  YOU  are  especially  and  cordially  and  urgently  invited. 

le   want  to  make  this  Fall  Buying  Trip  your  most  Profitable, 
Pleasant  and  Advantageous  one. 

The  enclosed  Bulletin  of  Specials  represents  but  a  meager  idea 
of  the  Wonderful  Price  Surprises  in  store  for  you  here ! 

IN  SHORT,  THE  METHOD  MEANS  MORE  MONEY  IN  THE  BANK  FOR 

YOU.   We  have  figured  out  Bigger  Profits  for  you  this  Season, 
and  if  you  will  be  sure  to  visit  this  Store  you  will  be 
thoroughly  convinced  of  it,  AND  YOU  WILL  BE  DOUBLY  GLAD  YOU 

CAME! 

Look  over  the  enclosed  Bulletin  carefully;  you  will  find 
things  you  need  and  should  order  now.   You  will  find  this 
store  can  save  you  money  on  anything  and  everything  you  need; 
that  it  looks  out  for  its  customers  at  all  times,  and  always 
gives  them  the  ADVANTAGE  OF  EVERY  POSSIBLE  SAVING! 

Special:   Our  Bureau  of  Information  is  always  at  your  Service, 
if  you  are  in  business,  or  if  you  desire  a  position  as  Trimmer. 

Again  assuring  you  that  you  will  do  well  to  remember  our 
Opening  and  Visit  Us,  we  are 

Yours  very  truly, 
ELL-OC. 


iHjHiiHfumitmn:!,;:,.,  ..  wuanMMiiiHniMiiiHnmiiMiaMinHanBinai  iiimiiiiiiiiiiwii—iihiiii  n  ammmmm 


134 


BORROW  THE  MUSIC  YOU  WANT,  WHEN  YOU 
WANT  IT,  AS  LONG  AS  YOU  WANT  IT! 


Dear  Mr. 


So  very  many  resourceful,  economical  Musicians  and  Music 

Lovers  are  enjoying  the  Many  Benefits  of  the  

Library  I 

Why  not  YOU? 

I'm  quite  sure  it  will  mean  a  great  deal  to  you. 

And  the  yearly  subscription  is  so  very  reasonable 

one  guinea ! 

Doubtless  you  buy  all  your  music  now. 

It's  costing  you  quite  a  bit,  isn't  it? 

And  even  at  that,  you  haven't  NEARLY  as  many  pieces  as  you 

really  WANT,  have  you? 

How  much,  more  more  Economical,  Beneficial  and  Enjoyable  to  be 
able  to  "borrow  the  music  you  want,  WHEN  you  want  it,  as  LONG 
as  you  want  it  !n 

How  much  more  Helpful  to  your  Musical  Education,  if  you  had 
ready  access,  at  trifling  cost  per  year,  to  ANY  piece  of  music 
you  wanted,  at  ANY  time! 

A  one  guinea  subscription  to  the  Library  would 

RIGHT  NOW  be  a  Great  Big  Lift  in  your  musical  studies. 
It's  a  Splendid  Thought a  Sensible,  Saving  Thing  to  do. 

It  immediately  puts  you  in  touch  with  ALL  the  music  of  the 
old  and  new  masters. 

It  gives  you  the  widest  possible  range  of  selection. 
It  Helps  you  KEEP  PACE  with  the  march  of  Musical  Events. 
It  lets  down  the  Bars  of  Restraint the  Question  of  Ex- 
pense  that  may  have  hindered  you  in  your  musical  progress. 

Read  enclosed  booklet,  and  send  in  your  Subscription,  filling 

in  the  form  of  entry  on  page  13 a  money-saving  move  on  your 

part  that  will  prove  the  wisest  little  investment  you  ever 
made  ! 

ACT  NOW! 

Yours  truly, 


iwwmihiiim ■■■ '""fWTwmmiiiMtiiwiniiiMwiniiiiiiirimMiiiiiiniwuiiniii wmiiwiMiwiiiiiBiiiiiiiit itiwnwwwMwwiiiwiHiiiiMiiuiiMMwMiiiMiMiyiaiiMMiiaiiiiiiiiiii iiiniii mm iniiiii i in nnnw nimiiiim n m  1  n ;  luitiiimiMaainnKiinnnniwiiJiiiiiiituinuiifimirmiMmi^ 


135 


ON  THE  GREAT  CLOCK  OF  TIME  THERE  IS  BUT  ONE  WORD "NOW"  ! 


Dear  Mr. 


Every  day  you  delay  in  subscribing  to  the  Library 

you  are  really  and  truly  Missing  Big  Things  in  a  Musical  Way  I 

The  modern  trend  of  musical  events the  newer  popular  melo- 
dies, the  more  recent  additions  to  classic  masterpieces,  are 
things  music  students  and  music  lovers  should  keep  constantly 
and  closely  in  touch  with. 

A  One  Guinea  Subscription  enables  you  to  keep  as  well  informed 
as  one  who  can  afford  to  be  extravagant  in  the  purchase  of 
anything  and  everything  in  fresh  music. 

As  a  member  of  the  Library  you  can  indulge  in 

almost  unlimitable  musical  study  and  recreation.   The  range  of 
works  at  your  command  not  only  embraces  the  old  masters,  but 
also  the  compositions  of  the  leaders  and  framers  of  modern 
musical  thought. 

My  library  is  in  four  sections,  Orchestral,  Operatic,  General 
and  Rolls,  the  last  being,  of  course,  for  piano-players. 

There  are  thousands  of  volumes  in  the  Library 

opening  out  to  you  an  endless  opportunity  for  perfecting 
yourself  on  any  particular  phase  of  musical  thought  you  may  be 
interested  in. 

It  means  to  you  an  end  of  constant  expenditure  for  the  pieces 
you  want;  it  means  a  constant  variation  in  your  study;  it 
means  fuller,  deeper  , broader  insight  into  the  particular 
class  of  music  you  love. 

Be  DOWN-TO-NOW  in  whatever  you  are  doing! 

The Library  is  here,  always  at  your  fingers'  end, 

so  to  speak,  and  a  single  guinea  brings  you  the  full  year's 
benefit  of  its  many  advantages  1 

The  thought  of  this  TREMENDOUS  SAVING  should  move  you  to 
instantaneous  action.   Why  not  fill  out  the  enclosed  form  of 
entry  and  send  it  to  me  in  tonight's  mail? 

I  am  positive  you  will  be  glad  you  did. 

Sincerely  yours, 


136 


A  GUINEA  PUTS  THE  WORLD 
OF  MUSIC  AT  YOUR  FEET. 


Dear  Mr. 


Let  me  again  urge  that  you  join  the 


Library. 


The  cost  is  SMALL! 
The  benefits  GREAT  ! 


I  really  believe  it  would  prove  an  important  step  in  your 
Musical  Career.   It  is  a  step  you  should  take  NOW.   I  am  posi- 
tive it  would  broaden  your  general  knowledge  of  Music,  the 
value  of  which  is  not  to  be  estimated  in  money. 


When  you  become  a  member  of  the 
World  of  Music  is  at  your  feet. 


Library,  the  Whole 


Just  think!   Think  TWICE! 

A  guinea  buys  your  yearly  membership  fee  ! 

It's  but  a  trifle  to  the  amount  you'd  spend  for  music  in  a 

year  if  you  bought  outright  every  piece  you  wanted. 

You  need  never  be  "caught  napping"  in  your  knowledge  of  the 

very  latest  pieces,  or  have  on  hand  discarded  music  that  has 

cost  you  good  money  and  is  no  longer  of  any  use  to  you but  a 

dead  asset  on  your  hands. 

The  Library  is  a  Boon,  a  Blessing  and  a  Bargain, 

for  every  Musician  and  Music  Lover  in  or  any  part 

of  the  United  Kingdom. 

TAKE  ADVANTAGE  NOW,  of  this  Easy  Way  of  acquiring  a  complete 
knowledge  of  Musical  Literature  at  astonishingly  small  cost. 

No  serious-minded,  saving  student  or  lover  of  music  should 
overlook  it. 

Why  not  sit  down  and  write  me  fully  as  to  the  kind  of  music 
you  play  or  prefer,  and  send  one  guinea  for  a  year's  subscrip- 
tion, so  that  you  may  receive  a  number  of  beautiful  selec- 
tions by  return  mail? 

I  know  you  will  be  immensely  gratified  that  you  acted  on  my 
suggestion. 

BETTER  DO  THIS  AT  ONCE! 

Sincerely  yours, 


mi(U»"«'Uimi«n,iniiijhiiii, 


i  ,;    ..,,  .,■  m.   ,   ■  ,  I! 


..  ■  Mil  ■    ■ 


137 


YOU  BUY  AN  EXPENSIVE  ADDING  MACHINE,  OR  A  COSTLY  LETTER 
DUPLICATOR,  OR  A  HIGH-PRICED  DICTATING  DEVICE,  BECAUSE 
THEY  SAVE  TIME;  REDUCE  CLERICAL  COST:  THEN  L-I-S-T-E-N  ! 

My  dear  Sir: 

I  am  writing  you  personally  today,  because  I  am  positive  we  can 
save  you  money.   I  am  absolutely  sure  we've  an  article  here  that 
has  something  vital  to  do  with  immediately  lowering  your  office 
expense,  and  greatly  increasing  your  accountant's  efficiency. 

I  am  equally  certain  it  will  pay  you  to  BURN  THIS  THOUGHT  INTO 
YOUR  MEMORY:  The  cheapest  ledger  is  not  one  you  buy  for  the 
lowest  price,  but  the  one  that  costs  least  to  operate. 

That  means  the  DIRECT  ROUTE  Automatic  Ledger. 

Every  account  in  it  is  INSTANTANEOUSLY  FINDABLE  I 
It  is  the  SUPREME  self-indexer,  cured  of  all  the  "bad  habits" 
of  others.  And  yet  it  is  so  simple  a  12-year-old  boy  can  under- 
stand it.  It  is  mechanically  up-to-the-tick-of-the-telegraph. 

The  TIME  of  human  beings clerical  cost is  your  most  expen- 
sive office  item.  A  Taxi  Meter  doesn't  register  your  dollars  any 
faster. 

WATCH  THAT  ITEM  I 

I  urge  you  today,  to  SERIOUSLY  INVESTIGATE  our  money-saving 
ledger.  At  TREBLE  its  price  it  would  be  a  highly  profitable  in- 
vestment for  you  NOW. 

Your  office  may  be  economically  run,  but  it  hasn't  reached 
its  minimum  operating  cost  until  you've  installed  the  


They  are  using  it  right  this  moment  in  offices  where  expense 
is  scientifically  HELD  DOWN.   See  partial  list  of  concerns  on 
back  of  this  letter. 

I've  promised  you  a  big  saving.   I've  promised  you  more 
efficiency.   You're  surely  interested  enough  to  mail  the 
inclosed  card. 

iy  not  turn  'round  in  your  office  chair  and  do  it  immediately? 
'TIS  A  TURN  FOR  THE  BETTER! 

rours  for  Economy  and  Efficiency, 

President. 


..■-:■  ,   :  ■■   ..  ..■  I  ::'   ,1  V-\    i,  ■ ' .  ,    :   '■    '     .  I  !'  Ill  H  I  I  .  I  '  I  /  .  I ' .    ■    H    !   III!  I  ,    .■■,',:  I   ,  I  I : .  I 

138 


THE  MAGIC  LEDGER  THAT  DECREASES  ACCOUNT- 
ING COSTS  AND  INCREASES  EFFICIENCY! 


My  dear  Sir: 

I  write  you  again  about  the ,  feeling  sure  if 

I  can  interest  you  in  this  wonderful  ledger  you'll  really  be 
GRATEFUL  afterward. 

This  is  a  day  of  Efficiency  Experts  and  Cost  Counselors surely 

YOU  can't  afford  to  overlook  REAL  opportunities  to  save 
Clerical  Time  and  Cut  Out  Loss  Motion. 

Our  book  is  a  Swift-Service  Account  Record.   It  falls  in  with 
the  Time-Saving  Spirit  of  the  Day. 

For,  verily,  'tis  a  world  of  Short  Cuts  and  Swift  Methods. 
Few  people  BUGGY  RIDE  any  more.   The  most  nimble-footed  nag 
but  sniffs  the  perfume  of  the  Gasoline  Guzzler  as  it  whizzes 
by.   Mrs.  Newrich's  large,  luxurious  lavender  limousine  shoots 
past  its  equine  rival  like  the  lightning  limited  laughs  back 
at  the  lumbering  local  freight. 

With  the  Ledger,  your  bookkeeper  can  handle 

each  entry  like  a  hot  plate  that's  quickly  passed  along.   He 
doesn't  fumble  or  finger  needless  pages,  guess,  grope,  or  go  it 
blind.   He  KNOWS  where  to  find  the  account  he  is  after!  Right 
at  his  fingers'  ends,  where  his  fingers  FIND  IT  with  presto- 
like promptitude. 

These  things  relegate  the  Accountant  to  the  Seventh  Heaven  of 
Supreme  Satisfaction.   They  make  him  more  content  and  capable. 

"Art  is  man's  joy  in  his  work" you  get  perfect  service  from 

the  fellow  who  takes  pleasure  and  pains  and  pride  in  what  he's 
loing. 


is  a  joy  to  its  Keeper! 


it   me  at  least  PROVE  WHAT  IT  MEANS  TO  YOU.   This  won't  entail 
Le  slightest  obligation  on  your  part.   Fill  out  the  card 
iclosed  and  send  it  today.   'Twill  prove  a  money-making  move 
your  part. 

'ours  for  Less  Ledger  Labor, 

President. 


KwaMMwo, «»„»„„„„,„ , 


ii!Jii!rlliimi.nllM1:IHii;ililtii!:!! :i!Mili«i:itiliM minimi :i.i!:nuim!:ii .1  1111 .:  iiiijii.iiimiiiliiicii^.jj-Mitiui:  :  :■....    ,!■:;.  i;n  ■ ::;iit-.ii,r iilfiiiiiitii'Hiiiiniiilumiminii 


139 


EFFICIENCY:  "IF  A  MAN  BUILD  A  BETTER  MOUSE  TRAP 
THAN  HIS  NEIGHBOR,  THOUGH  HE  DWELL  IN  THE  WILDERNESS, 
THE  WORLD  WILL  MAKE  A   BEATEN  PATH  TO  HIS  DOOR." 


My  dear  Sir: 

Again  I  call  upon  you  in  the  name  of  Efficiency! 
Efficiency and  Economy! 

The  Ledger  is  a  Mighty  Step  Forward  for  your 

Accounting  Department. 

It  is  a  Triumphant  Time-Saver  1 

THIS,  because  its  Ingenious  DIRECT  ROUTE  Index  AUTOMATICALLY 

finds  the  account  for  you. 

It  is  Trouble-Proof,  Temper-Proof! 

THIS,  because  it  avoids  mix-ups,  minimizes  errors  and  prevents 

delays. 

Indexes  have  come  and  gone,  but  THIS  one  is  a  HAPPY  "SURVIVAL 
OF  THE  FITTEST."   It  simplifies,  shortens  and  speeds-up  entry 

work.   In  this  alone  the  EARNS  ITS  COST  within  less  than 

thirty  days  ! 

YOU  WANT  THIS  LEDGER  IN  YOUR  OFFICE  RIGHT  NOW. 

The  investment  will  pay  you  200  cents  on  the  dollar! 

From  the  moment  it  enters  your  office,  all  ledger-labor  flies 

out  the  window. 

Your  bookkeeper  will  warmly  welcome  it,  because  it  means  LESS 
COMPLEXITY,  LESS  CONFUSION  (AND  MAYBE  LESS  CUSSING)  ! 

I  urge  you  to  let  us  DEMONSTRATE.   I  urge  you  to  fill  out  the 
enclosed  card  and  mail  it  tonight.   I  am  positive  you  will  be 
immensely  gratified  with  what  we  can  show  you. 

'ter  Lower-Cost-of-Living,  what's  more  important  than 
>wer-Cost-of -Doing-Business? 

mrs  with  the  Evidence  Ready, 


President. 


wuimiiW!tujti«iiiumi!iMrH!ti!i!Htitiuii;j,  ^.niii^iii-.ihJsiiimiiMuuiiwmuuiiwuiiitiiiii/iMiiiMuitiMiiiiti^ijii^Mi.ir^rT.,-., ,.,,,, r-.,.!;,,,,,,^,,  mtm'iit;  mn;m<mimi:iiu:  uii.itiijuiiuiniumi,  LuiHtiuiKimiiiiNiN  ■■'■■  ■■'        |;  '         '  !|;  ■  ""  '''  :'        :!"  !l  ' 


/ 


I  .         ,,,!.!,       i- ill  III.'!,  !'.'!!  HI     .  ii'.ll 

140  I 


Dear  Mr. 


We've  expected  another  order  from  you.  Why  have  you  been  such  a 
stranger  of  late?  You  see,  our give  such  uniform  satisfac- 
tion, we  feel  that,  once  a  fellow  tries  them,  he'll  STICK  to 
them  like  an  old  side  partner. 

Enclosed  is  our  WHOLESALE  PRICE  LIST.   The  BEST  you  ever  


for  the  LEAST  you  ever  paid  !  YOU  are  on  our  LIMITED  list  of  cus- 
tomers who  get  the  lowest  prices — so  low,  in  fact,  we  can't 
even  afford  to  pay  express  !  YOU'LL  have  to  do  that.  But  you  can 
AFFORD  it  ;  you're  buying  the  very  finest  at  the  very  LOWEST! 
Prices  that  are  a  slap  at  the  high-priced  people  who  can't  begin 
to  offer  you  the  Q-U-A-L-I-T-Y,  at  these  figures  ! 


Burn  THIS  in  your  memory,  too:  We're  so  positive  our 


are  the  most  delicious  you  ever  tasted,  we  gladly  guarantee  your 
money  back  if  not  satisfied. 

So,  sit  right  down,  go  over  these  Wholesale  Prices  carefully,  get 
your  pencil  to  work  on  Order  Blank,  make  up  a  nice  order  TODAY. 
Every  price  on  the  list  is  a  lesson  in  R-E-A-L  E-C-0-N-O-M-Y 

for  the  man  who  uses of  Class,  and  who  refuses  to  pay 

exorbitant  prices.  Your  are  entitled  to  have  what  you  like  at 
a  price  that  enables  you  to  always  keep  a  good  supply  for  your 
needs. 

We  MAKE  and  K-E-E-P  our  friends  by  giving  the  utmost  in 

pure,  delicious at  the  lowest  profit  we  can  do 

business  on.  So,  our  friends  STAND  BY  US.  This  kind  of 
satisfaction  BRINGS  THEM  BACK  AGAIN ! 

MAKE  OUT  YOUR  ORDER  NOW — while  this  letter,  price  list  and  order 
blank  are  before  you.  Pin  remittance  to  order  and  get  'em  off 

TONIGHT.  You'll  be  MORE  DELIGHTED  THAN  EVER  with  the we 

send — and  you'll  order  again  when  the  supply's  exhausted. 

GET  OFF  THAT  ORDER  IN  THE  VERY  NEXT  MAIL  ! 

Yours  for  Delicious at  Live-and-let-live  Prices, 


I 

141 


"The  blamed  fool  didn't  know 
it  COULDN'T  be  done,  so  he 
went  ahead  and  DID  it  I" 

Industrious  Friend: 

The  above  is  a  bit  of  blother  I  read  the  other  day.   It  was 
in  one  of  Mr.  Dooley's  stories. 

But  the  KICK  of  that  statement  landed  me  a  mental  solar- 
plexus  and  tapped  me  on  the  shoulder  with  a  BLAZING  NEW 
THOUGHT  ! 

Of  course  it  connects,  automatically,  with  our  beloved 

subject  of  printing. 

How? 

W-H-Y,   J-U-S-T  T-H-U-S-L-Y  : 

If  a  whole  lot  of  otherwise  smart  businessmen  you  and  I  know 
would  quit  TELLING  THEMSELVES  what  smart  printing  CAN'T  DO  for 

them if  they  went  right  ahead  and  "rashly"  used  the  BETTER 

kind,  THEY'D  SOON  BE  DEMANDING  MORE  BUSINESS  SPACE  FROM  THE 
LANDLORD  ! 

It  simply  goes  to  show  that  A  CERTAIN  KIND  of  blissful 
ignorance  is  a  fine  business  asset. 

I  refer  to  that  BLESSED  UNAFRAIDNESS  some  fellows  have. 
The  DARING  THAT  KICKS  A  HOLE  THROUGH  CAUTION  and  beats  the 

stuffing  out  of  competition all  because  it  walked  in  where 

angels  feared  to  tread! 

Haven't  you  seen  fellows  JUST  LIKE  THAT  AND  ADMIRED  them? 

Good  Printing  infuses  that  GO-AHEAD  Serum  into  your 
proposition!   It  wakes  business  out  of  a  JOG-TROT  and  hurries 
it  into  a  GALLOP! 

It's  chuckful  of  the  psychology  of  successful  salesmanship. 

So,  from  today  forth,  BE  LIKE  THE  FELLOW  WHO  "DIDN'T  KNOW  IT 
COULDN'T  BE  DONE."  It's  a  fine  new  thought  for  you  to  build 
on,  and  you  need  our  persuasive  product  to  HELP  you! 

CALL  ME  RIGHT  AWAY! 

Sincerely  yours, 


m  i  m  urn  h  urn  ti  1 1  imHwiiiimiiwiimnwnCTiiiCTiingiiuiiiWMMittw 


142 


Dear  Mr.  

You  decorate  your  store-front  or  office.   You  beautify  your 
building  to  make  it  attractive.   But  if  your  business  litera- 
ture is  rusty,  there's  a  very  weak  spot  in  your  structure. 

Once  a  Kansas  man  wrote  to  his  newspaper  and  asked:   "What  in 
the  dickens  is  the  matter  with  my  chickens?  Every  morning  I 
find  one  or  two  of  them  have  keeled  over  to  rise  no  more." 

To  which  the  Editor  replied:   "They're  Dead,  part they're 

Dead!" 

Now,  in  a  way,  that  explains  why  some  merchants  find  their 
sales  shrinking.   People  simply  quit  buying  their  merchandise. 

Maybe  PART  of  the  fault  is  in  their  PRINTING.   Don't  say 
"Bah!"  but  let  this  thought  BUZZ  a  bit  up  there  in  your  dome 
of  deliberation. 

Good,  clean-cut  printing  has  a  winning  effect  upon  your 

trade it  fosters  respect  and  responsiveness,  and  these 

things  lead  to  a  bigger  bank  balance. 

We  are  anxious  to  inject  new  life  into  YOUR  printing.   We  have 
the  men,  the  methods,  the  material.   Connect  with  good-look- 
ing business  literature  that  makes  you  a  ninety  horse-power, 
non-skidding  concern! 

When  you  take  up  the  receiver  and  call  our  number  you're  on 
the  direct  wire  with  lucrative  printing  that  pays  real 
dividends  and  PUTS  YOU  ON  THE  PRIMROSE  PATH  TO  PROSPERITY! 

Yours  for  Tempting  Typography, 


i 


ii"l"HiHljlii<llMiiiii!iii!iiiiiLi!<iim  iiuu.n i;iii,!:i!i]i!nii].i[]iii[iiiiiii!ii:.l|iiitiiit!immiini 


'  K>^imwir'""""""""'",'""!'-"[""": 


.!..  !■■■.■■: 


143  I 


'Morning,  Mr. 


"The  man  who  doesn't  advertise  his  business  has  no  business  to 
BE  in  business  and  generally  ISN'T  I"   So  wrote  the  Sage  of 
East  Aurora. 

Maybe  he  put  it  a  bit  strong.   But  it  is  all  of  nine-tenths 
true,  anyway don't  you  think? 

Good  printing  is  Good  Advertising,  and  SOME  advertising  is 
good  printing.   BUT  NOT  ALL. 

In  our  Up-and-Doing  plant,  we  put  into  our  work  a  bit  of  vivid 
imagination,  mixed  with  a  lot  of  practical  thought  and  every 
ounce  of  Print-Wisdom  we've  got  up  there  in  the  thought- 
spire  ! 

And  because  we  have  skilled  helpers  we  give  you  printing  that 
is  sure-enough  advertising! 

And  that,  no  matter  what  price  you  pay  or  who  you  are. 

We  play  no  favorites,  we  pander  to  none  especially we  try  to 

please  ALL. 

If  Conscience  makes  cowards  of  us  all,  it  also  makes 

CONQUERORS for  the  man  who  cannot  give  you  anything  but  the 

BEST  there's  in  him  is  bound  to  win  you  in  the  end  I 

Agreed? 

Then  let  us  GET  TO  this  printing  try-out  with  all  possible 
speed.   You  need  the  VITALIZED  kind  that  CREATES  A  CASHABLE 
COMMOTION! 

The  burden  of  proof  is  on  us when  will  Your  Honor  decide? 

Expectantly  yours, 


I.I1IIIIIIIUIIU i'lii'ini.i 


144 


ELBERT  HUBBARD  SAID:  "THE  MAN  WHO  REALLY 
COUNTS  IS  THE  ONE  WHO  MAKES  THE  GHOST 
WALK ALL  THE  REST  ARE  JANITORS!" 

Dear  Friend: 

You  can  pack  it  in  your  jimmy-pipe  that  Elbert  hit  the  blazing 
nail  of  truth  right  on  the  head  when  he  dropped  that  little 
remark. 

"The  man  who  makes  the  ghost  walk"  is  the  producer,  the 
go-getter,  the  wizard  who  brings  in  the  wherewith,  swings  the 
deals  and  lands  a  boat-load  of  dollars  every  time  he  swats  the 
golden  fly  of  fortune  ! 

HE,  by  the  way,  is  the  identical  chap  who  believes  in  pro- 
ductive printing  that  attracts,  pleases  the  eye,  and  finally 
JAMS  THE  BUYING  THOUGHT  CLEAN  HOME!  Yes,  the  ghost-walk  man 
spends  liberally  for  good  printing.   He's  shrewd  enough  to 
know  that  EVERY  SHEET  OF  IT  IS  ADVERTISING  AND  THAT'S  THE 
STUFF  YOU  CAN'T  GET  TOO  MUCH  OF! 

For  advertising  is  the  magic  wand  that  'wakes  a  sleeping 

business  into  new  life  and  activity the  momentum  of  its 

power  increases  day  by  day  for  every  man  who  KEEPS  IT  UP! 

AND  ONLY  THE  LIVE  ONES  DRAW  IN  THE  BIG,  GOLDEN  BASS  FROM  THE 
STREAM  OF  TRADE! 

YOU  are  wide-awake,  alert,  resourceful.  You're  quick  to  grasp 
the  things  that  keep  the  propeller  of  progress  spinning  to  the 
tinkle  of  dollars 

T-H-E-R-E-F-O-R-E  : 

You  want  none  but  printing  that  MAKES  BUSINESS  MULTIPLY. 

That  grab-the-order  and  land-the-business  kind.   Printing  that 

makes  them  forget  your  competitor  and  trade  only  with  you! 

Now,  the  undersigned  can  connect  you  with  printing  that 
MAKES  A  NOISE  LIKE  READY  MONEY.   His  mill  turns  out  that 
particular  brand,  and  at  this  very  moment  he's  on  the  tip-toe 
of  expectancy,  lying  in  wait  for  your  order.   BETTER  GET  IN 
TOUCH  WITH  HIM. 

Yours  sincerely, 


'   "  i  .   iNcmmhuiuJ'iNmiiiimiiuiinnmtuuiiMii i[i!iiiiiiriiNitimiih:;:iiiiiiiiiiiiiiiiii:miiiii in/iiMNum (tiii'iiurmiNiiii minim 


145 


PRINTING  WITH  A  WALLOP  IN  IT  ! 

Dear  Friend: 

Be  undeceived. 

The  Wallop  is  not  a  new  disease. 

It's  a  new  dynamic  force  that  we  put  into 

printing  ! 

TRY  IT  ON  YOUR  SALES  COMPUTER! 
'Twill  increase  your  business! 

Doubt  us  if  you  will,  but  the  freshness  and 
FETCHABILITY  we'd  inject  into  your  printing  would 
have  a  lot  to  do  with  that  fateful  string  of  figures 
on  your  check-book  stub  ! 

We're  dead  in  earnest  about  elevating  y-o-u-r 
business  literature.  We're  anxious  to  put  more 
work,  wits  and  WORTH  into  it. 

Sounds  boastful,  but  it's  all  our  risk  if  we  don't 
take  the  slow-pinks  out  of  that  printing  of  yours 
and  give  it  the  wallop  that  sends  your  sales 
skyward ! 

YOU'RE  ENTITLED  TO  PROOF  before  we  deserve  your 
PATRONAGE. 

SO 

We're  anxious  to  demonstrate  how  we  can  make  type 
behave  and  presses  perform. 

We're  willing  to  bank  on  bettering  your  printing  and 
boosting  your  product  ! 

If  you've  a  print-job  hanging  around,  there's  a 
'phone  at  your  elbow. 

And  »s  at  the  other  end 

L-I-S-T-E-N-I-N-G. 

Yours  at  the  Receiver, 


ini»W»wiHiiinuiinimiimtmniiini»i'i' 


146 


SWIFT      SERVICE! 

Dear  Friend: 

Nay,  good  neighbor,  ours  is  not  a  SLOW  print-plant. 
'Tis  a  quality  outfit  with  a  gait  on! 

For,  verily,  this  is  a  fast,  fast  world. 
And  the  quick  stuff  has  the  call  ! 

Do  people  take  BUGGY  RIDES  now-a-days? 
NOPE!  Not  many.   The  most  nimble-footed  nag  but 
sniffs  the  perfume  of  the  gasoline  guzzler  as  it 
whizzes  by! 

Mrs.  Newrich's  large  and  luxurious  lavender 
limousine  shoots  past  its  equine  rival  like  the 
lightning  limited  laughs  back  at  the  old  town 
horse  car. 

At  our  printing  place,  everlasting  PROMPTITUDE  is 

the  Password Quick  Action  the  Command,  from 

Order  Desk  to  the  pond'rous  presses  as  they  whirr 
into  joyous  revolution! 

You  see,  we  handle  a  print  job  like  a  hot  plate 
that's  quickly  passed  along.   The  customer  pays  us 
to  print  it  well  and  print  it  pretty  dash  quick. 

This  busy  now-a-day  world  is  chockful  of  won't  wait 
people  who  never  put  off  'till  tomorrow  and  never 
tarry  for  the  next  car.   (They'd  rather  risk  their 
necks  catching  the  one  that's  going  by  with  a 
gait  on!) 

And  so  the  Jiffy-Time  Majority  want  their  printing 

before  the  ink's  quite  dry.   But  the  kind 

always  lands  on  the  job  clean-cut  and  non-sticky, 
and  usually  sooner  than  EXPECTED  ! 

H-e-n-c-e  : 

When  in  haste  for  handsome  printing,  remember  that 
LIGHTNING  is  our  middle  name  ! 

Sincerely  yours, 


■ 


147 


Dear  Mr.  

Know  what  kind  of  an  animal  a  Never-Wuzzer  is? 
He's  a  fellow  who  just  NEVER  COULD  be  successful. 
HE  CAME  IN  AT  THE  WRONG  DOOR!  The  sky-rocket  of 
his  ambition  never  had  a  fuse  to  start  it  off  ! 
If  he  tried  to  DO  anything,  he  used  a  tack-hammer, 
when  he  should  have  hit ■ er  with  a  SLEDGE ! 

Botch  printing  is  like  the  Never-Wuzzer.  It  has  a 
tack-hammer  effect.  You  need  the  kind  that  SWINGS 
THE  SLEDGE  and  drives  the  good  results  CLEAN  HOME. 

GOOD  LOOKING  PRINTING  IS  A  DIVIDEND  PAYER.   IT  LANDS 
YOU  IN  THE  SPOTLIGHT  OF  SUCCESS  ! 

It  has  the  sparkle  of  seductiveness  ;  it  has  the 
snappy,  swift-selling  sorcery.   It  helps  you  to  pile 
up  profits,  through  its  productive  LURE! 

It's  as  much  ADVERTISING  as  it  is  printing;  it's 
representative,  responsive,  resultful. 

It  'WAKES  A  LETHARGIC  BUSINESS;  it  brings  NEW  FACES 
into  your  office,  your  store.   Keeps  the  telephones 
busy  as as  an  ambulance  on  election  day. 

Poor  printing  has  no  more  chance  than  a  crippled 

canary  at  a  cat  show. 

The  GOOD  is  a  business  exhilarator! 

On  your  next  job,  you  can't  afford  to  forget  . 

Why  SHOULD  you,  anyway? 

Yours  for  Printing  that  PRODUCES, 


""^■MMiaMm,,,,,,, 


—«iih«-^.-...— ..-...,.. — nmrmimmimiMm.nimi.nwM—iiiiiwiiiiini—11.... —iiiiiim.— .m«— —m.ii>iii»iiMiiniiiwiBiiii.iiiiiNiMiNW«iii—iii«iimiiMii«ii niiminwn — —■ — — mmm « mmmniiiiiimimmiMimJ 


'  ii(iiuauiltinii-iiiii"ii>ijiH<li>Hi>Hiiii.: 


148 


Dear  Sir: 

Maybe  I'm  telling  you  a  fib  when  I  say  I  represent 
the  most  MONEY-SAVING  PRINTERS.   Maybe  I'm  romancing 
when  I  tell  you  they're  the  PROMPTEST,  TOO  I 

Maybe  not. 

Maybe  I'm  flirting  with  truth  when  I  vow  they're 
the  MOST  PAINSTAKING. 

0,  well it's  all  a  matter  of  WHAT  HAPPENS  WHEN 

YOU  GIVE  US  A  JOB. 

Mere  printer's  prattle  doesn't  count. 

Every  man's  a  crank  about  SOMETHING.   We're  cranks 
about  getting  out  printing  that  PUTS  IT  OVER  for 
our  patrons. 

Robert  Louis  Stevenson  said,  "Man's  joy  is  in  his 
work."   Whether  he  had  in  mind  printers  or 
preachers,  we  know  not,  but  we  DO  know  that  we  take 
a  DEEP  AND  GENUINE  pleasure  in  doing  things  TIDILY 
and  TIMELY! 

The  thought  of  your  next  order  rankles  in  our  minds. 

Won't  you  let  us  prove  YOUR  OWN  WISDOM  in  letting 
us  have  it? 

Yours  very  truly, 


uouHiiijiuiiimHiJiiiCiirirsM.inun'iiniuiiif 


149 


"BUSINESS  IS  SENSITIVE:   IT  GOES  WHERE 
WELCOME,  BUT  DEPARTS  WHEN  ILL-TREATED  I" 


Dear  Friend: 

I  saw  the  above  in  a  busy  man's  office  a  day  or 
two  ago. 

And  it  set  me  to  THINKING.  So  I  pass  it  along  to 
YOU. 

Maybe  you'll  suspect  it  has  something  to  do  with  the 
goodness  or  badness  of  a  fellow's  printing.  And  it  HAS. 
It  HAS  ! 

Your  letter-heads,  statements,  envelopes,  circular 
letters,  price-lists,  pamphlets,  booklets,  ALL  may 
have  an  INVITING  PERSONALITY.   Or  they  may  have  an 

UNWELCOME  LOOK a  careless,  let-me-go,  listlessness 

that  carries  DEPRESSION  instead  of  IMPRESSION! 

No,  no you  mustn't  have  that  Kind! 

You  want  the  stuff  that  WAKES  »EM  UP;  that  WAFTS  A 
WARM  WELCOME.  That  walks  right  in  with  the  glad 
grasp  of  geniality and  GETS  THE  ORDER  ! 

You  may  think  that  printing  CAN'T  do  that,  but  we  are 
here  to  PROVE  it ! 

Better  business  literature  MAKES  THE  LIMOUSINES 
WHIZ  UP  TO  YOUR  DOORS  OR  THE  POSTMAN  ANNOY  YOU  WITH 
MONEYED  MAIL! 

Live,  clean-cut  printing  is  a  powerful  antidote 
for  fozzles  and  failures,  because  it  GRABS  HOLD. 
It  interests,  pleases,  PAYS! 

You  can't  afford  to  be  without  that  kind  and  

office  is  the  official  order  station. 


One  word  over  the  wire  brings  him ! 

W-H-I-S-P-E-R! 

Yours  sincerely, 


150 


TAKE  SARSAPARILLA  FOR  THAT  FAILING 

FALL  FEELING  IN  YOUR  SALES  ! 

Dear  Friend: — 

A  new  remedy  has  just  been  discovered  for  shriveled  sales 
records —  

This  is  a  sure  cure  and  the  ONLY  dope  you  can  afford  to  take 
regularly.   In  fact,  sir,  if  you  become  a  victim  to  the  habit, 
'twill  expand  your  business,  double  your  working-force. 

You'll  seek  larger  quarters,  and  then  whisk  in  your  order  for 
that  new  twelve-cylinder  speedereeno  ! 

NO  DREAM !  There  are  more  prof  it  possibilities  in  good-printing 
than  you'll  ever  believe.  Any  prosperous  concern  will  say  YES 
to  this  mighty  quick! 

In  our  print orium  we  get  a  world  of  pleasure-putting,  dollar- 
coaxing  characteristics  into  every  job  we  turn  out. 

We  know  that  LOOKS  COUNT  in  A.  D.  1915.   The  now-a-day  world 
sizes  you  up  Cold  Turkey.   On  its  casual  estimate  of  you  OFTEN 
GENERALLY  depends  your  degree  of  prosperity.   (This  is  no  mere 
Mother  Goose  !) 

And  speaking  of  cold  turkey  reminds  me:  Why  not  put  a  little 
turkey  trotishness  into  your  business  literature,  if  you  want  'em 
to  drive  up  with  the  lucre  in  the  limousine? 

Sombre,  stiff-backed  printing  WON'T  DO.  Give  them  a  gleam  of 
something  colorful  and  clever. 

We  are  busy  students  of  profitable  printing.   The  kind  they'll 
look  at  WITH  THE  WARM  EYE  OF  APPROVAL  ! 

This,  then,  is  the  brand  we  cook  up. 

We're  wondering  how  soon  we'll  have  YOUR  job  non  the  iron." 


r  Chef  is  past-master  at  twirling  type-schemes  that  TEMPT  THE 
TRADE  ! 


Dinner's  ready,  Milord. 
Yours  at  the  Oven, 


,   IMTTT"" ■"■"■""" ■"■•" "»■"""""  utiHmmimmwitiiHtiiii 


151 


Dear  Sir: 

Here  I  am  again 

Twirling  out  more  trade-teasing  talk  about 
Typography  I 

Why  not  let  us  inject  some  brand  new  vim,  vinegar 

and  velocity  into  your  printing  and  advertising 

YOU  KNOW;  some  of  that  six-cylinder  stuff  that 
scintillates  seductive  salesmanship ! 

THINK  a  moment  ! 

Isn't  your  printing  part  of  your  business  scenery? 

You  wear  neat  cloths  for  "business  reasons." 

Your  printing  should  be  dressed  up  for  the  very  same 

purpose. 

You  know  how  YOU  judge  the  OTHER  FELLOW'S  business 
by  his  printed  matter.  Remember  that  he  sizes  you 
up  THE  VERY  SAME  WAY  ! 

If  more  men  realized  this  they'd  give  more  thought  to 

the  quality  and  get-up  of  their  printing and 

straight-way  grab  the  telephone  and  provoke  me 
with  a  call ! 

WE  print  stuff  that  radiates  that  bright,  bristling, 
business-like  spirit  and  adds  prestige  and  power  to 
your  proposition. 

DECIDE  RIGHT  THIS  MINUTE! 

Get  in  touch  with  PRINTING  THAT  BRINGS  HOME  THE 
BACON ! 

Yours  very  truly, 


. 


152 


"There  ain't  but  two  kinds 

Miss them  that's  good 

and  them  that's  bad!" 


Dear  Sir: 


I  once  saw  a  play  called,  "Paid  in  Full." 
Maybe  you  saw  it  too. 

Anyway,  there's  an  old  Sea  Captain  in  it  and  he's  ex- 
plaining to  the  young  heroine  his  ideas  about 
women. 

"There  ain't  but  TWO  kinds,  Miss,"  says  he,  "them 
that's  good  and  them  that's  bad." 

No  middle  ground. 

No  part  saint  and  part  sinner. 

Either  they're  good  or  they're  bad. 

They  can't  be  a  LITTLE  BIT  bad  without  being  ALL 
bad 

So,  at  least,  said  the  Sea  Captain. 

And  maybe  the  same  thing  applies  to  Business  Liter- 
ature. 

Either  it's  good  or  it's  bad. 

There's  no  middle  ground.  Either  it's  mighty  good  to 
look  at;  either  its  appearance  is  a  corking  good  ad 
for  your  institution or  it's  something  like  send- 
ing a  bleary-faced  tramp  to  the  door  TO  INVITE 
BUSINESS  IN! 

In  this  Printing  Business  we  play  "the  Glad  Game," 
you  know.  And  it  beams  forth  from  every  job  that 
whisks  through  the  presses. 

We  all  join  in  and  take  up  each  job  with  that  glad 
expectancy  that  we're  going  to  produce  a  genuine 
work  of  art 

Something  that'll  make  our  customer  glad  all 
over. 

This  plant  I  represent,  my  patient  friend,  is  the  GLAD 
Printplant — YOUR  Printplant. 

Ever  ready  to  serve  you  with  a  song  on  its  lips,  and 
taking  a  real  pride  in  that  service.  So  use  it.  Use  it 
as  thou  wilt. 

Sincerely  yours, 

nmuiuiiuirunililiuiiumiiuiiiiiiiitiiiiniiii::!^....  .  mBBMMlllMMIIMIMmi   MMNI  H  Mi'iiimitrimmitr 


153 


Dear  Friend: 

'Member  what  they  did  a  year  or  two  ago  in  Wall  Street. 
The  latest  coy  wrinkle  was  to  slip  out  from  under 
Interlocking  Directorates,  jar  yourself  loose,  hide 

your  shells,  hand  over  the  keys all  in  an  open, 

straightforward,  sincere  style,  with  wistful  child- 
like innocence  in  your  manner,  and  a  new-found  aversion 
to  tainted  riches. 

Of  course  John  D.  Pocketf iller  and  Andrew  Library 
didn't  get  mixed  up  in  it  at  all 

But  that  reminds  me  ! 

Did  you  ever  hear  what  Mister  Dooley  said  about  our 
old  friend  Andrew? 

"Andrew  Library"  says  he,  "is  generous 

to  a  fault especially  if  it's  his  own." 

(Well,  maybe  the  Laird  of  Lucre  isn't  so  very  much 
different  from  the  rest  of  us. ) 

But  to  return  to  the  thought  of  "Big  Business." 

Tho'  "Big  Business"  may  be  sinful,  yet  we  must 
acknowledge  that  it  has  something  to  do  with  OUR 
printing.  It  is  the  inevitable  result  of  better 
business  literature.  Clean-cut  publicity  yields 
fat  dividends.  The  two  are  inseparable. 

Slipshod  printing  has  put  the  skids  of  failure  under 

many  a  proposition and  the  fellow  in  charge  of  the 

show  couldn't  guess  the  riddle  !  That's  the  sad  part 
of  it. 

Now,  we've  rolled  up  our  sleeves  for  Fall  and  want 

to  fight  our  way  into  your  good  graces  to  the  extent  of 

getting  a  printing  order  RIGHT  SOON! 

We're  ready  with  warm,  eloquent  proof  that  we  can  put 
Herculean  Hypnosis  into  your  Printing,  so  it  will 
escort  you  right  up  to  Dame  Fortune's  door! 

Yours  expectantly, 


:■■'■  ■  ■  '■;  ,:.  :.  ■■  ■...■; 


154  I 


'PHONE  1" 

Dear  Friend: 

Just  to  prove  that  I  wish  you  well,  I  hope  you'll 

get  the  "  'Phone ■  habit  when  you  need  Printing. 

That  is,  AMBITIOUS  printing printing  that  has  a 

purpose,  a  real  aim,  a  genuine  success-spirit! 

That  "  'Phone Habit"  is  a  habit  worth  while  ; 

it's  progressive,  it's  profitable,  it  pays  200  cents 
on  the  dollar,  because  NO  man  ever  failed  to  profit 
on  good-looking  business  literature. 

The  Snappy-typed  stuff  is  simply  magnetic  ! 

It  sparkles,  it  strikes  fire it  DRAWS  PEOPLE! 

It  pays  Big  Dividends  in  Increased  Trade. 

Yes,  yes  !  Good  printing  has  in  it  the  Yeast  that  raises 
the  Dough. 

Because  it's  painstakingly  done,  because  we've  an 
18-karat  pride  in  our  work  and  LIKE  it;  because  we're 
FUSSIER  THAN  YOU  ARE  about  its  being  JUST  SO. 

So,  kind-reader-of-our-letters,  when  you  get  the 

"  'Phone  Habit"  you  are  really  taking  THE  RIGHT 

STEP  in  the  direction  of  BIGGER  BUSINESS. 
You  are  climbing  up  on  the  Ticket  Wagon  in  the  Big 
Circus  of  Trade  (and  the  ticket  wagon's  where  the 
Swag  is.) 

GET  ABOARD  ! 

Take  the Bee-Line  to  Busier  Business  (you'll 

never  get  stung  on  THIS  bee-line).  It's  the  only 
direct  route  to  Dollarville,  where  Dame  Fortune 
lives,  and  she's  the  only  "other  woman"  your  wife 
don't  obect  to. 

Sincerely  yours, 


■HHiuiiiituiamiMtttijn 


■ 


i 


. 


155 


"LIFE,"  SAID  0.  HENRY,  "IS  MADE  UP  OF  SMILES, 
SNOBS  AND  SNIFFLES MOSTLY  SNIFFLES." 


Industrious  Sir: 

Business  life  today  has  its  share  of  snifflers. 
They're  the  fellows  who  NEVER  SEEM  TO  PUT  IT  OVER,  and 
whimper  at  this,  that  and  the  other  cause  of 
failure. 

Here's  to  the  Non-Sniff ler,  who  wastes  no  time 
weeping  o'er  Sure-things-gone-to-smash  upon  the  rocks 
of  regret .  Bless  '  im  !  HE  PLOWS  AHEAD  in  the  wise 
optimism  that : 

"Men  may  rise  to  higher  things  o'er  the 
stepping  stones  of  their  dead  selves." 

This  is  no  sermonette,  Sirrah,  but  a  gentle  little 
Preachment  of  PERSISTENCY,  which  connects  by  wireless 
with  the  subject  of  progressive  business  literature. 

Our  printing  emits  the  spark  of  eternal  enterprise. 
It  is  the  enlightened  kind  that  fits  the  undaunted 
purpose  of  the  boys  who  TRIP  UP  Dame  Fortune,  if  no 
other  way '11  do. 

In  the  grim  quest  of  the  glitter  these  days,  THAT 
kind  of  printing  puts  success  skids  under  lethargic 
enterprises  and  lands  'em  big  in  Bradstreet's 
rating. 

Let  me  give  you  a  taste  of  the  kind  that  lifts  the 
lozenges  I 

You  can  only  GAIN  by  it WE  lose,  you  see,  if  our 

printing  doesn't  DEMONSTRATE.   Honest,  we  wouldn't 
let  you  KEEP  it  for  the  world  I   (No  Durham!) 

Give  us  a  whirl,  at  OUR  risk. 

Cordially  yours, 


MuiiiummiittHMuiiiiiiiDittiuiiuiit ,„„ iiiiiiiiiiiiiiiiiiiiifiiiiiiiitKiitiiiiitiiiiiiiiiiiiiiiiiiiiiiiiiifiiiiiiiiiiiiiiiiMiiiiiiii lutmitiifmiiiMUHimiunimimnrHuiiimmiiimmiifmiiinufmirriiirmnmiiiiimimimm 


■ 

156 


Dear  Sir: 

The  other  day  I  noticed  this  motto  on  the  wall  of  a 
business  man's  office:  "I'll  tell  you  the  best  payin' 
Graft  of  'em  ALL HONESTY  !  !  !" 

The  thing  sorta  sunk  into  my  mind;  it  stuck  with  me 

and  still  sticks just  because  it  puts  a  red-hot 

sizzling  TRUTH  right  over  the  plate,  as  the  ball  fans 
say. 

Maybe  it's  a  bad  thing  for  one  to  prate  about  honesty. 
But  your  humble  friend  might  be  forgiven  if  he  pauses 
to  observe  that  honesty  IS  the  best  paying  "graft  !" 

The  undersigned  has  always  had  that  full-value 
principle  about  the  printing  he  sells.  It  lived  with 
him  from  the  day  he  first  swung  his  sign  to  the  breeze. 
It's  with  him  still  and  is  a  mighty  pleasant,  profit- 
able, fine  ole  principle  to  have  hangin'  'round. 

FULL  VALUE  in  careful  execution,  quality  of  materials, 
head-work,  enthusiasm  and  determination  to  please. 

Our  plant  is  awfully  warm  for  that  NEXT  ORDER  of  yours  ! 
Our  printing  will  hit  the  bull '  s  eye  of  your  expectancy. 
It's  GOT  to,  or  we  won't  let  you  use  it  ;  it  MUST  be 
faultlessly  FIT  or  you  don't  fork  over. 

That's  our  proposition  on  EVERY  job  that  rolls  off  the 

presses. 

That's  why  the  honesty  motto  has  something  to  do  with 

our  product. 

Our  "graft"  is  to  give  each  patron  dollar  for  dollar 

in  downright  printing  satisfaction. 

Make  us  PROVE  it ! 

We  don't  care  HOW  soon  I 

Sincerely  yours, 


'■  '!    '    ■  '  ■!"■■!'         '■'  '  .1.  •:■!■!'.■ 


157 


Dear  Sir: 

That  Man  with  the  Fear  Worm,  the  Sick  "Murm"  or 
the  Grouch  Germ,  has  nothing  en  Guest  No.  989  at 
Sing  Sing.  He'll  never  scale  the  wall  of  his  woeful 
imaginitis. 

Live,  alert  men  believe  in  optimistic  printing 

the  kind  that  reflects  a  bristling  business  spirit, 
through  refreshing  typographical  ideas. 

This,  in  truth,  has  something  to  do  with  setting 
off  the  fuse  that  lights  the  dynamic  desire  to 
BUY! 

Agreed? 

Then  get  better  acquainted  with  OUR  printing, 
very,  very  soon,  dear  friend- 
It  carries  a  magnetic  message,  because  it  emits  the 
spark  of  SALESMANSHIP! 

It's  THE  cure  for  sick  profits.   It's  the  panacea  for 
business  ills. 

The  more  attractive  your  business  card,  letterhead, 
envelope,  pamphlet,  or  booklet,  the  more  likely  it  is 
to  DRIVE  THE  BUYING  THOUGHT  CLEAN  HOME! 

We  create  Printing  that  has  a  warm,  trade-tempting 
way  with  it.  You  want  that  kind  because  it  will  prove 

HIGHLY  PRODUCTIVE  for  you and  then  it's  more  than 

likely  you'll  elect  us  "your  printer"  for  ninety-nine 
years. 

We're  a  red-hot  candidate  for  that  honorary  title. 

Why  not  let  us  prove  our  Qualifications  at  an  early 

day? 

You  won't  be  sorry  you  put  us  on  our  Mettle. 

Honest  ! 

Sincerely  yours, 


.  ,  . 


,1  ,,ll 

158 


Dear  Sir: 

When  you  send  out  stuff  that  has  the  spark,  it's  awful' 
likely  to  land  the  lucre  ! 

That's  what  you'd  call  PRINTING  WITH  THE  PUNCH  IN  IT  ! 

We're  specialists  in  red-blooded  printing  and  busi- 
ness literature  of  every  kind. 

We  put  THOUGHT  into  this  type-juggling.  Numbskull 
printers  aren't  known  around  the  place. 

We're  enthusiastic,  exacting  and  eternally  endeavoring 
to  EXCEL! 

We  do  none  but  rattling  good  work  and  our  prices  are 
none  but  reasonable. 

OUR  printing  is  an  INVESTMENT,  not  a  speculation — SEE? 

Our  foreman  is  finicky,  our  Pressmen  particular,  our 
Typesetters  trustworthy  and  our  Boss  full  of  brimstone 
if  every  job  isn't  done  just  SO  ! 

HOW  CAN  YOU  GET  ANYTHING  BUT  SUPREME  SATISFACTION  OUT 
OF  A  JOINT  LIKE  THAT  ! 

Therefore,  Kind  Sir,  mayn't  we  print  something  spark - 
lingly  ADVERTISTIC  for  YOU  right  soon? 

Yours  very  truly, 


.,  ;.i:..'.  II'  ■■    ■        i    <;:  :  '■' 


. 


>■:..■  i,'  liiit;  ..I 


159 


"YOU  DON'T  GET  NERVOUS  PROSTRATION  FROM  PUSHING  YOUR 
BUSINESS:  YOU  GET  IT  ONLY  WHEN  THE  BUSINESS 

PUSHES  YOU!" 


Dear  Friend: 

I  frisked  the  above  from  the  "Philistine." 

Strictly  between  you  and  I some  fellows  are  so  hot 

after  business  they'd  WELCOME  nervous  prostration  in 
order  to  GET  it. 

It's  also  a  fact,  I  guess,  that  "nerve  pros"  oft'  sends 
in  its  card  to  the  chap  who  is  a  hustler  alright,  but 
who  overlooks  effective  weapons  for  PUTTING  THINGS 
OVER such  as  GOOD  PRINTING. 

Cheap,  chucked-together  business  literature  has  been 
RULED  OUT  by  aggressive  institutions  that  push  their 
business  without  letting  the  business  push  them.  They 
side-step  "nerve  pros"  by  the  practice  of  clear-as- 
daylight  horse-sense,  which  teaches  them  that  a  good 
appearance  is  a  prime  requisite  now-a-days. 

We  admit  that  good  clothes  don't  make  the  man,  but 
they're  mighty  helpful  in  GETTING  A  HEARING  ! 

Which  means  that  good  printing  doesn't  MAKE  your 
proposition,  but  cloaks  it  in  VERY  TEMPTING  FORM! 

'Tis  true  we  are  a  bit  fanatical  about  our  work  and  our 

wares but  Fervor  is  the  child  of  Accomplishment  and 

we  put  into  each  print  job  the  FERVOR  OF  FAULTLESS 
FORM! 

Let  us  put  a  little  FERVOR  into  your  printing;  'twill 
bring  you  in  a  boat-load  of  dollars  ! 

We're  ready  to  stand  trial,  Your  Honor. 

Our  evidence  is  all  ready,  our  typesetters  at  atten- 
tion, our  pressmen  alert,  our  telephone 
L-I-S-T-E-N-I-N-G! 


Yours  in  a  Fervor  of  Expectancy, 


'■■■■  '  .     ■      ;,.■.:,(:■  .'.■, 


■    ..'!.■■■ 


160 


FORM  1 


Mr. 


STATEMENT  OF  ACCOUNT, 
of  


To. 


For  subscription  from to 


Dear  Sir: — 

The  above  firm  is  a  member  of  our  association  and  in 
auditing  its  accounts  we  find  your  name.  Evidently  this  little 
matter  has  slipped  your  memory,  and  we  feel  that  in  writing  you 
about  it  our  letter  will  be  taken  purely  as  a  reminder.  One's 
is  a  thing  one  is  most  apt  to  forget. 

This  firm  has  always  valued  you  as  a  customer,  and  hopes 
you  will  always  continue.   Kindly  regard  this  merely  as  a 
reminder  and  make  remittance  to  us  by  Draft,  Post  Office  or 
Express  Money  Order,  in  enclosed  envelope. 

Cordially  yours, 


Secretary. 


P^Mmamm. nui 


maiiwwwitwtmmitnitttiiit'i!' 


.  ■■  .       ■  :,■!,. 


161 


STATEMENT    OF  ACCOUNT. 
of    


To. 


FORM  2 

Mr.  

For  

Dear  Sir:- 


We  did  not  hear  from  you  relative  to  the  above.  We  know 
it  is  a  small  matter  and  in  all  probability  you  have  simply 
overlooked  it.   Won't  you  fix  it  up  today,  so  we  can  turn  the 
amount  in?  The  above  firm  highly  values  your  kind  patronage  ; 
like  every  other ,  it  is  sustained  by  the  moral  and  mone- 
tary support  of  its  customers.   We  simply  audit  accounts  for 
its  owners. 

Kindly  make  remittance  direct  to  us  today  by  Draft, 
Postal  or  Express  Order. 

Cordially  yours, 


Secretary. 


immiMiKiiHMmiiHimiinwHnHjM,,,^,,,,,,,^,,,^,,, 


:t  n ;i.!i       ;.  i:     c  h<  '    .  ii  >.  .      "  :'■  .:■:...■ 


162 


FORM  3 


Dear  Sir: — 

We  are  again  writing  you  about  the  small  account  noted 
below  and  are  much  disappointed  not  to  have  had  remittance 
from  you  before  this. 

Since  you  have  not  written  us,  we  take  it  for  granted 
that  the  account  is  correct  as  rendered. 

While  we  do  not  think  you  are  trying  to  avoid  payment  of 
a  just  debt — and  such  a  small  one — unless  we  hear  from  you  im- 
mediately with  amount  in  settlement,  we  shall  be  compelled  to 
turn  same  over  to  our  Attorney  for  collection.   This  we  dislike 
to  do,  as  this  concern  looks  upon  all  its  customers  as  personal 
friends,  but  you  must  know  that  it  requires  a  good  deal  of  money 
to  maintain  such  a  business,  and  the  collection  of  all  outstand- 
ing accounts,  both  large  and  small,  is  essential. 

Respectfully, 


STATEMENT. 

of  

Debtor  to 

of 

'or  Amount 


,:mim,,m,l,"il "ifitumitiimirmiiMiuimiiiuiMUiuiMiitHiMi 


' 


163  I 


FORM  4 

STATEMENT  OF  ACCOUNT. 

Mr.  of  

To 

For  $ 

Dear  Sir: — 

You  can't  say  we  haven't  been  patient  with  you. 

This  is  our  fourth  letter  regarding  the  above  unpaid 

account. 

We  feel  that,  in  all  fairness,  we  are  entitled  to  some 
kind  of  a  reply  and  if  not  a  full,  at  least  a  partial, 
remittance  of  the  above  amount. 

Surely  you  wouldn't  have  our  clients  sell  you  their 
merchandise,  cheerfully  extend  you  credit,  and  then  neglect  to 
pay. 


Don't  let's  fuss  about  the  matter,  but  close  up  this 
little  account  today;  send  Draft,  Postal  or  Express  Money 
Order. 

Yours  very  truly, 


General  Manager. 


nMHHWm 


imUUKIJtlXH'il 


164  I 


FORM  5 


STATEMENT  OF  ACCOUNT. 
to  


Mr.  

For  $ 

Dear  Sir: — 

Every  day  we  have  been  expecting  remittance  from  you. 
We  CAN'T  believe  you'd  let  the  go  without  payment. 

They've  been  awfully  nice  about  it;  they've  cautioned 
us  against  drastic  action.   They  say  you're  the  right  kind  of 
person  and  you'll  pay  it.  We  believe  this,  too. 

Now,  haven't  we  been  patient,  polite  and  persistent 
enough?  Surely  you  won't  let  us  wait  any  longer.   Sit  down  and 
write  your  Check  or  send  us  Draft,  Postal  or  Express  Money 
Order  for  the  amount. 

Kindly  attend  to  this  today,  SURE. 

Yours  truly, 


President. 


P.  S. — If  you  cannot  possibly  pay  now,  your  application 
"or  extension  of  payment  will  be  given  consideration;  write  us 
•day  if  you  desire  to  name  a  future  date  of  payment,  so  we  may 
low  your  intentions  are  good. 


■MWMNMH 


165 


FORM  6 

STATEMENT  OF  ACCOUNT. 

Mr.  to  

For 

Dear  Sir: — 


We  don't  want  to  proceed  against  you  for  this  amount, 
but  we've  exhausted  all  reasonable  means  of  getting  you  to  remit 
amicably.  As  a  final  effort  to  settle  it  in  a  friendly  way,  we 
write  again.   Of  course,  if  you  won't  answer  this,  and  remit  all 
or  a  portion  of  the  account,  we  must  proceed  to  collect  other- 
wise. We  still  hope  you'll  do  the  square  thing,  and  trust  that 
by  return  mail  we  will  receive  your  remittance. 

In  our  former  letter  we  offered  to  extend  the  time  of 
payment  if  you  wish  to  liquidate  a  little  later;  we  will  still 
consider  this  if  you  cannot  pay  now.   All  we  ask  is  an  evidence 
of  your  willingness  to  pay. 

Yours  truly, 


President. 


NOTICE — The hereby  disclaims  all  liability  of 

whatsoever  kind  or  nature,  for  damage  to  the  General  Credit 
Standing  of  any  delinquent  subscriber,  in  case  of  failure  or 
refusal  to  pay,  all  reports  of  such  failure  or  refusal  to  pay 
being  made  after  a  reasonable  time  has  been  allowed  for 
remittance. 


. 


■ 


;  r  . I :  ■  1-  I  .  -i . 

166  I 


FORM  7 


BLANK  AND  BLANK 
Attorneys  at  Law 


TO  THE  ABOVE  NAMED  DEBTOR: 

We  are  instructed  to  bring  suit  against  you  for  the 
above  claim. 

Our  clients,  the ,  of  this  city, 

have  instructed  us  briefly  and  distinctly  to  take  action 
immediately. 

We  never  bring  suit  against  a  man  without  giving  him  a 
chance  to  settle.  We  don't  think  it  is  fair.  It  is  just  possible 
that  you  haven't  paid  because  you  were  a  little  low  on  ready 
funds. 

We  appreciate  how  this  is.  It  happens  to  every  man. 

But  now  we  are  under  instructions  and  simply  compelled 
to  go  ahead  and  sue  you  unless  you  can  write  us,  sending  at  least 
a  portion  of  the  amount  you  owe. 

Don't  make  the  mistake  of  neglecting  the  matter  any 
further  and  bringing  about  a  suit  that  will  simply  notify  the 
people  in  your  neighborhood  that  you  don't  pay  your  bills  or  are 

hard  up. 

Attend  to  this  thing  at  once — for  unless  we  hear  from 
yGu  within  a  reasonable  time,  it  will  be  our  duty  to  go  right 
ahead  and  begin  suit  without  further  notice. 

If  you  can  pay  a  portion  of  the  amount  today,  remit  to  us 
in  the  enclosed  envelope,  so  that  you  will  get  proper  credit, 
and  put  a  stop  to  the  suit. 

Yours  truly, 


167 


FORM  8 

BLANK  AND  BLANK 
Attorneys  at  Law 

ATTORNEY'S  FINAL  NOTICE: 

Due  notice  is  hereby  given  that  the  Creditors  in  the 
above  entitled  claim  have  duly  certified  that  you  are  legally 
indebted  to  them  for  the  amount  above  specified;  that  you  have 
entered  no  denial  of  said  indebtedness,  and  that,  although  legal 
notification  and  demand  have  been  made  upon  you,  you  have 
failed,  refused  and  neglected  to  pay  your  just  indebtedness  as 
aforesaid. 

Therefore,  unless  the  above  named  debtor  will  at  once 
fully  liquidate  said  account,  certified  as  aforesaid,  by  imme- 
diate remittance  to  the  attorneys  for  said  creditor,  at 


,  on  or  before  the  last  day  of  grace,  given  below;  or 

unless  definite  arrangement  is  made  by  said  debtor  for  the  pay- 
ment thereof,  suit  will  be  at  once  entered  in  a  court  of  proper 
jurisdiction. 


Attorneys  for  Creditor. 
Last  date  of  payment 


168 


WHERE  THERE'S  A  WILL  THERE'S 
A  WAY THE  SPRAY  ! 


Dear  Mr.  

Eecause  apple  crops  are  meager  is  no  reason  you  shouldn't 
spray  this  season.   In  fact  it's  the  BIG  reason  every  grower 
should  spray  ALL  THE  MORE;  you  want  a  bigger  crop  next  year  to 
make  up  for  THIS  YEAR'S  LOSS! 

You  want  a  high-grade,  marketable  crop  next  season;  you  want 
it  SURE,  and  the  time  to  get  in  your  very  best  work  for  such 
a  result  is  RIGHT  NOW  I 

WHEN  OUR  SPRAYS  ENTER  UPON  THE  SCENE,  ALL  THE  PEST 

TROUBLES  FLY  OUT  THE  BACK  DOOR! 

Sprays  are  the  safest,  soundest  insurance  against 

loss they  "make  assurance  doubly  sure." 

The  Orchard  Owner  who  fails  to  investigate  Sprays  is 

surely  turning  his  back  upon  the  best. 

Don't  let  a  poor  crop  discourage  your  spraying  plans it's 

almost  like  failing  to  reinsure  when  your  building  burns  down ! 

Lime-Sulphur  Solution  is  the  Safest,  Surest,  Strongest, 


Savingest  Spray  on  the  market it's  best  by  test;  uniform  in 

quality;  put  up  in  non-leaking  steel  drums;  higher  in  strength 
than  any  other  Lime-Sulphur  Solution;  costs  no  more  than 
inferior  kinds. 

It's  the  deadliest  enemy  of  San  Jose  Scale.   It's  the  spray 
that  every  thoughtful  owner  and  grower  should  use. 

If  you  connect  up  right  now  with  — Sprays,  we  are  mighty 

sure  you  will  be  glad  you  did. 

May  we  hope  to  hear  from  you? 

Very  truly  yours, 


■ 


169 


"The  Spray  Route Swiftest 

Line  to  Satisf actionville  I" 


Dear  Mr. 


Let  us  again  urge  upon  your  attention  THE  SPRAYS  as 

Big-Crop  Bringers  ;  they  are  of  Guaranteed  Efficiency,  and  of 
a  Quality  that  knows  no  other  name  than  BEST  I 

As  a  grower  or  owner,  you  surely  want  a  Bulging,  Bounteous 

Crop  next  season,  and  the  SUREST  ROAD  TO  THIS  IS  THE  

SPRAY  ROUTE Swiftest  Line  to  Satisf actionville I 


The  poor  prices  this  year  don't  mean  YOU  SHOULDN'T  PREPARE 
;  FOR  TOP-MARKET  FIGURES  ON  THE  NEXT  CROP the  law  of  Equaliza- 
tion proves  that  for  every  bad  year  there's  a  correspondingly 
PROFITABLE  ONE! 

SPRAY,  SPRAY,  SPRAY but  be  sure  you Spray! 

Our  Lime  Sulphur  Solution  is  the  Real  Spray,  the  RIGHT 
Spray the  Spray  for  YOU;  it  has  brought  BIG  AND  GRATIFY- 
ING RESULTS  to  OTHERS  and  will  do  the  same  in  your  case. 

Get  a  Solution  that  you're  SURE  is  higher  in  Strength  than  any 

other and,  the  beauty  of  it  is, —  costs  no  more,  is 

absolutely  uniform,  and  comes  in  non-leaking  steel  drums. 

The  San  Jose  Scale  just  CAN'T  LIVE  AROUND  IT every  user  of 

Lime-Sulphur  will  testify  to  that. 

Make  up  your  mind  that  Sprays  are  the  Sprays  For  Your 

Money and  get  in  your  order  TODAY ! 

glorious  Crop  is  the  Inevitable  Result. 

it  at  once we  promise  prompt  shipment. 

)urs  very  truly, 


:.;■.:■   . 


. 


:  ,r  .:■■,!  ■ 


■  muiuuiu mniHiittUtiiiiiiifiuHuuiii  m i  mum  tuiuiiiitt 

170  ! 


"Why  Buy  the  Unsafe  Kind  When  the  Same 
Money* 11  Get  You  the  REAL  THING?" 


Dear  Mr. 


We're  SURE  you'll  pardon  us  for  our  Persistency  if  it  results 
in  your  using  Sprays,  because  they'll  MAKE  YOU  CROP- 
HAPPY  NEXT  SEASON! 

Once  you  use  Sprays,  you'll  forget  the  NAME  of  any 

other  brand  ! 

Every  Grower  and  Owner  should  Spray  to  the  limit  this  year, 
DESPITE  the  poor  prices  that  have  prevailed.   He  owes  it 
to  his  Next  Year's  Bank  Balances see? 

A  low  profit  crop  should  SPUR  EVERY  THOUGHTFUL  GROWER  TO  EVEN 
GREATER  SPRAYING  ACTIVITY! 

Lime  Sulphur  Solution  wins  in  a  walk  in  every  Battle 

with  San  Jose  Scale it  is  the  Sure  Killer  that  NEVER 

MISSES  FIRE! 

It  is  THE  Economical  Spray it  GOES  Farthest,  is  of  Highest 

Strength  and  always  UNIFORM comes  in  Non-Leaking  Steel 

Drums. 

You'd  pay  the  same  for  INFERIOR  Sprays  that  you'd  pay  for 

,  SO  WHY  BUY  THE  UNSAFE  KIND  WHEN  THE  SAME  MONEY 'LL  GET 

YOU  THE  REAL  THING? 

This  is  our  THIRD  letter  to  you,  and  "the  third  time's  the 
charm";  you  ought  to  SEND  US  THAT  ORDER  RIGHT  AWAY! 


». 


r  hosts  of  Satisfied  Users  will  have  none  but  our  QUALITY 
SOLUTIONS,  because  they've  found  'em  THE  KIND  THEY  CAN 
ALWAYS  BANK  ON! 

Why  not  order  at  once,  while  the  subject  is  in  your  mind? 

Yours  very  truly, 


■.■■    .'   ■::■■..:  ■'■■    '     I'     ■'■   ■    I'    '■!     ■■■     '  ■    :      ■ ■■''■■'       ■    ■     ■'■■"       " 

171 


PRESIDENT'S  OFFICE. 


Dear  Mr. 


You've  never  answered  yes  or  no  to  any  dang 
thing  I've  ever  sent  you. 

I've  often  wondered  JUST  WHY? 

Now  that  we're  doing  business  on  our  famous 
Double  Discount  Plan  (5%  off  for  orders  by  mail 
and  5%  additional  for  cash  with  order) ,  a  whole 
lot  of  Printermen  are  flocking  to  the 


Standard  of  Saving  on  all  the  Paper  they  buy  ! 

Wouldn't  it  be  a  good  idea  for  YOU  to  get  into 
the  Economy  Band  Wagon? 

There's  MORE  PROFIT  in  it  for  you. 

I  don't  suppose  you  study  printology  for  GLORY  I 

Sit  right  down  and  tell  me  why  we  can't  get 
together. 

Would  you  mind? 

Cordially  yours, 


President. 


WMiwmimvii: 


172 


PRESIDENT'S  OFFICE. 


Dear  Mr. 


I've  often  wondered  why  you've  only  favored 
us  semi-occasionally  with  an  order. 

Thought  I'd  frankly  write  you  today  and  find  out. 

Of  course,  I  deeply  appreciate  every  dollar's 
worth  you  ever  bought  here.   It's  simply  human 
nature  for  a  fellow  to  want  all  the  business  he 
can  get. 

Don't  overlook  our  Double  Discount  of  5%  for 
orders  by  mail  and  5%  additional  if  the  cash 
cometh  also. 

It's  a  money-saving  thought. 

Won't  you  bear  it  in  mind? 

Cordially  yours, 


§ 

itiNiiiiHiiiitritiHiiHniiimmiiiitiHiiiiiuiiiiiiniiiiiiuitiHiiiir  ''"'''""""''"^'"^'^'^""^'"^m^imffftimtnmnt^^ 


173  I 


Dear  Mr.  

I  decided  to  write  you  personally  today  with  the  idea  of  immedi- 
ately interesting  you  in  a  trial  order  of  100 

I  can  offer  you  by  far  the  most  Economical,  Cleanly,  Sanitary 
\   and  Non-Troublesome  package  for  shipping. 
I  know  you'd  be  highly  gratified  with  this  splendid,  COMMON- 
SENSE  CHANGE! 

Not  only  will  YOU  be  much  more  pleased,  but  your  customers,  and 
your  CUSTOMERS'  customers  will  be  pleased! 

If  I  can  induce  you  to  at  once  seend  me  an  order  for  100  

YOUR  NEXT  ORDER  WILL  COME  OF  ITS  OWN  ACCORD: 
You'll  then  be  just  as  enthusiastic  as  dozens  of  other  bakers 
who  declare  these  boxes  have  solved  a  lot  of  troublesome  prob- 
lems for  THEM! 


The  enclosed  literature  tells  of  Paper  Box  Triumphs  and  Wood 
Basket  Troubles.  I  ask  you  to  carefully  read  it. 

Since  the  Pure  Food  Cry  swung  'round  the  world,  wise  manufac- 
turers adopt  every  possible  method  of  Cleanlier  Handling. 
YOU  should  decide  it's  time  to  discard  antiquated,  unsanitary, 
inconvenient  shipping  methods,  and  deliver  your  product  to  the 
trade  Fresher,  Cleaner  and  more  Wholesomely  Packed. 

ANSWER  THE  CLARION  CALL  OF  ECONOMY! 


They  mean  Low-Cost-of-Delivery  and  Less-Troublesome  Delivery! 

It's  no  use  to  argue,  theorize  or  wait; Boxes  will 

bring  you  Bigger  Sales  and  a  Better  Satisfied  Trade. 
You  will  avoid  all  Frets  and  Friction  over  lost  baskets. 
You  will  Save  Time  for  Yourself,  your  Employes  and  your  Teams. 
You  will  be  doubly-glad  you  "listened"  to  this  letter  and  gave  us 
"rat  order  for  a  trial  hundred! 

You  should  decide  that  today,  right  now,  is  the  time  to  make  the 
ITCH,  and  that  you  will  write  me  in  tonight's  mail. 


SW 


If,  for  any  reason,  you  don't  want  to  order  at  once,  I  should  be 
glad  to  have  your  views  on  the  subject,  anyway — so  I  hope  to  hear 
from  you  at  once. 

mrs  for  Better  Shipping  and  Bigger  Profits, 


Manager. 


■ 


174  1 


Dear  Mr.  

Let  me  once  more  urge  that  you  give Bread-Shipping 

Eoxes  a  thorough  test  RIGHT  AWAY. 

Prompt,  Proper  and  Perfect  Shipment  is  important  to  you. 

The Method  Boosts  Your  Bank  Balance  ! 

These  Convenient,  Clean  Boxes  will  serve  you  much  more  effi- 
ciently, right  now,  today,  because: 

immediately  Lower  the  Cost  of  Shipment. 

immediately  Lessen  the  troubles  of  Shipment. 

immediately  render  your  shipping  facilities  Dust- 
Proof,  Dirt-Proof,  Air-Proof,  Waste-Proof,  Worry-Proof. 

immediately  dispense  with  all  Checking,  Tracing  and 

Corresponding  over  lost,  strayed  or  stolen  Wood  Baskets. 

immediately  Guard  you  against  all  troubles  with  Pure 

Food  Inspectors  or  the  Board  of  Health. 

immediately  put  you  on  a  par  with  the  Very  Best  Baking 

Concerns  in  the  Country,  whose  facilities  are  in  keeping  with 
Modern  Ideas  of  Sanitation. 

immediately  Equip  you  to  meet  Energetic  Competition 

on  its  own  ground  and  give  you  the  reputation  of  delivering 
your  product  in  Perfect  Shape. 

You  are  certainly  entitled  to  the  same  Saving  of  Money,  Time, 
Trouble  and  Trade  that  the  are  DAILY  bringing  OTHERS. 

You  should  get  acquainted  with  Sanitary  Shipping 

right  away.  You  ought  to  order  a  trial  hundred by 

return  mail.  They  will  certainly  pay  you  big  dividends  in 
INCREASED  CUSTOM  AND  DECREASED  COST! 

You  cannot  begin  too  soon;  why  hold  back  when  it  REALLY  MEANS 
less  bother,  less  book-keeping,  less  bickering,  less  BILLS- 
PAYABLE? 

I'm  sure  all  these  things  mean  as  much  to  you  TODAY  as  they  will 
tomorrow,  next  week,  or  next  month;  so  why  not  write  at  once 

for  a  hundred  40-loaf  ($11.55),  or  50-loaf  

($14.25),  or  60-loaf  ($15.65)  f.  o.  b.  Lawrence, 

Kansas? 

Better  let  me  have  that  order  in  tonight's  mail;  'twill  be  a 
-oney-saving  move  on  your  part  ! 

mrs  for  100%  more  Shipping  Satisfaction, 


Manager 


175 


My  dear  Sir: 

So  many  folks  are  motoring  out  to  

Lake  Park  these  days. 

Why  not  you  and  the  Missus  next  Sunday? 

Lake  Hotel  is  a  most  charming  place 

to  spend  the  day.  One  needs  but  know  that 

,  of  fame,  has  everything 

in  charge,  and  that  the  Chef's  none  other  than 


One  may  row,  swim,  fish,  play  golf,  lawn 

tennis  or  go  for  a  canter splendid  saddlers  are 

handy.  Then,  too,  there's  restful  shady  seclusion 
for  one  who'd  sit  and  day-dream. 

Seventy-five  miles  from ,  four  from 

Cross-roads,  two  from  the  State  Road. 

is  in  truth  "a  bit  of  Paradise  here  and 


now" you'll  really  be  glad  you  found  it. 

Cordially  yours, 

Secretary. 


■     ; 


UlllHHimuiimiiMii.  .  ■  ■    lrM[ (tiiLriiiiiiiiiiiiiiiNiiiiitiiiiiiiiiiiLitiiiiiiiiriijiMniiiMttiiiiiiiiiiiniiiitMiiiNiiitiiUJiniiiiNiTiiiiitlHiititiiiKiMMiii  iiiMiiliiiMiiN!l[im:millfililiiiiHlillirili 


176 


Dear  Mr. 


It's  time  for  those  Spring  plumbing  improvements  or  repairs  to 
your  property.  Right  on  this  thought  we  want  your  SERIOUS  AT- 
TENTION for  a  moment.   Here  is  ONE  fact  we  ask  you  to  burn  into 
your  memory: 

OUR  SERVICE  WILL  MEAN  A  GREAT,  BIG,  REAL, 
SERIOUS  SAVING  TO  YOU  ON  THIS  WORK  ! 

You  may  have  thought  about  putting  in  new  plumbing  fixtures, 
or  a  sink,  closet,  bath,  towel  bars,  glass  shelves,  soap 
dishes,  mirrors,  or  bath  room  cabinet.  If  so,  it  would  be  VITALLY 
TO  YOUR  INTEREST  to  get  our  figures  before  placing  your  order. 

We  also  install  gas  mantels,  globes,  chimneys,  Wellsbach  lights 
and  other  fixtures,  in  either  old  or  new  houses. 

If  your  property  is  right  now  without  the  most  modern  conven- 
iences of  this  kind,  it  would  be  an  IMMEDIATELY  PROFITABLE 
investment  to  install  them.   You  can  get  more  rent  from  the  day 
they  are  put  in  I 

In .  you  get  quality  of  workmanship,  reliabil- 
ity, thoroughness,  promptness.   We  offer  you  MORE  FOR  YOUR 
MONEY  THAN  YOU  USUALLY  GET  ! 

Merit,  after  all,  is  the  one  best  advertisement.   You  can't 

keep  satisfied  people  from  TALKING!  

in  plumbing  and  heating  has  given  satisfaction  for  thirty 
years.  It  has  grown  through  conscientious  work,  reliable 
materials  and  clean  methods. 

If  your  property  needs  new  plumbing  or  repairs,  and  you're 
determined  to  have  it  done  AT  THE  LEAST  COST  CONSISTENT  WITH 
DEPENDABILITY,  check  off  the  items  that  interest  you  on  en- 
closed card  and  mail  it  to  us  today. 

THIS  DOES  NOT  OBLIGATE  YOU  IN  THE  LEAST.   Simply  gives  us  a 
chance  to  submit  figures.   And  we're  ALWAYS  glad  to  do  that, 

r— - 


ur  property  needs  these  things  NOW!  Fill  out  and  mail  the 
rd  NOW! 


Why  not  get  it  off  in  the  very  next  mail. 
Yours  for  Efficiency  and  Economy, 


,;.,.■  ,.,    :..     ,:  .t ,  isi-r.iH  : 


ll1l;ll!!IIIH>mi  I.IIHIitllll!,- 


177 


"GET  YOUR  BLOW  IN  FUST!" 

!  Gentlemen: 
The  Polishing  Cloth  has  come  to  stay.   It's  a  time,  toil, 
trouble,  temper  saver.   It's  economical,  efficient,  ever- 
ready.   NECESSITY  was  the  mother  of  the  CLOTH. 

It  has  imitators scads !   But  the  take-off  ever  heaps  glory 

on  the  Original.   YOU  want  the  BEST  in  this  new  article  of 

widespread  utility.   There's  a  BEST  in  everything In 

Polishing  Cloths  it's  the  . 

It  does  away  with  liquid  polish;  gives  the  result  better, 
cheaper,  quicker.   For  polishing  metals  or  furniture  in  homes, 
stores,  banks,  buildings  and  garages,  it  answers  the  present- 
day  demand  for  highest  efficiency,  with  least  effort  and  time- 
loss.   The  is  tried,  true,  triumphant!   It  has 

none  of  the  bad  habits  of  other  kinds. 

The  polish  is  IN  THIS  CLOTH  TO  STAY.   It  has  the  same  con- 
sistency Josh  Billings  said  was  in  the  postage  stamp 

"sticks  to  its  job  'till  the  finish."   Its  imitations  come  in 
greasy,  unsightly  envelopes.   They  don't  LAST  and  they  take  on 

an  offensive  odor.   The  is  14x18  inches,  put  up 

in  an  attractive  tin-top-and-bottom  retainer,  positively 
grease  proof. 

Be  prepared give  your  trade  the  REAL  cloth,  the  RIGHT  cloth. 

"Thrice  armed  is  he  who  hath  his  quarrel  just but  FOUR  times 

he  who  gets  his  blow  in  FUST  I"  Get  in  your  order  for 

— before  the  other  fellow  has  a  chance  to  start. 

There's  50%  profit  in  it  for  you  right  now.   Decide  THIS  VERY 
MOiMENT  to  do  the  polishing-cloth  business  of  your  section; 
GET  THAT  ORDER  OFF  IN  TONIGHT'S  MAIL! 

You'd  find  Cloths  the  BUSIEST  REPEATER  in 

took. 


sample  goes  to  you  today  by  parcels  post.   Connect  at  once 
ith  this  live,  lucrative  line  of  merchandise  and  push  it 
Arong it  is  a  swift-moving,  satisfactory,  strong  seller. 


the  Great  Clock  of  Time  there's  but  one  word "NOW!" 

me  on  today  with  that  trial  order  and  you'll  soon  have  a 
rush  business  in  .   Do  it  while  the  thought's 

I  arm  in  your  mind, 
ours  very  truly, 
President. 


■   .  :     ■      ■   ■   ■   ■    .   .     ....-......■■..:.■     ,...-.   ■      .-,,.....      ...-.   ....   ..:.    ...   .    ;......■.. 

178  I 


HERE  IS  A  TEN  DOLLAR  INVESTMENT  THAT  WILL  IMMEDIATELY 

INCREASE  YOUR  TRADE,  PUT  LUCRATIVE  LIFE  INTO  DEAD 

TABLES,  AND  BOOST  YOUR  BALANCE  AT  THE  BANK! 

My  dear  Sir: 

You  will  thank  us  for  this  ! 
It's  doing  you  a  genuine  favor. 

It's  putting  you  in  touch  RIGHT  THIS  MINUTE  with  the  ONE  thing 
that  will  make  your  idle  tables  pay,  and  pay  BIG! 
Your  Hall  will  BRING  IN  MORE  CASH,  the  very  moment  you 
install  it ;  from  the  day  it  takes  its  place  on  any  "lazy" 
table  you  may  have ! 

THE  POOL  BOARD  is  the  busiest  little  money-maker  ever 

introduced  to  the  Billiard  Men  of  America! 

It  is  the  most  magnetic  pastime  that  Pool  and  Billiard  Players 

have  ever  found. 

You  want  one,  you  need  one,  and  you  need  it  RIGHT  AWAY;  its 
price  is  $10,  and  it  will  prove  THE  VERY  BEST  $10  INVESTMENT 
YOU  EVER  MADE  IN  YOUR  LIFE.   We  are  sure  of  this,  because 

orders  for  Pool  Boards  are  pouring  in  every  day;  our 

many  Billiard  Hall  Friends  are  reaping  a  ripe,  rich  harvest  of 
Fat  Profits  on  this  Engaging,  Irresistible  New  Game. 

No  Pool  Hall  equipped  with  this  wonderful  board  ever  has  many 
idle  moments,  and  our  especial  proposition  to  you  today  is 
that,  if  you  buy  one  of  these  Boards  right  now,  we  will  agree 
not  to  sell  it  to  any  other  hall  in  your  town  for  sixty  days 
after  you  get  yours if  you  so  request. 

We  want  you  to  be  first  to  introduce  this  Fascinating  New 
Game  Board  in  your  town.   Read  enclosed  descriptive  circular 

don't  pause,  ponder  or  procrastinate tear  off  the 

perforated  portion  thereof,  fill  in  the  order  blank,  and  let 
us  send  you  one  of  these  boards  by  return  express. 


Ev 


ery  Live,  Alert,  Resourceful  Pool  Hall  Man  will  be  quick  to 
see  it's  a  money-making  move  on  his  part  to  install  the 

Pool  Board  at  once.   This  snappy  new  game  will  put  Vim, 
gor  and  Velocity  into  your  business  RIGHT  AWAY! 


On  the  great  clock  of  Time  there's  but  ONE  word "NOW!" 

Send  us  your  order  in  tonight's  mail you'll  be  mighty  glad 

you  did. 

Yours  for  Bigger  Profits, 


""""""MHIIII,,,,,,,, 

:    : 


■unanwi n 


179 


THE  INK  YOU  WANT:  THE  QUALITY  YOU  WANT,  THE  COLOR  YOU 
WANT,  WHEN  YOU  WANT  IT,  AT  THE  PRICE  YOU  WANT  TO  PAY! 

Dear  Sir: 

The has  just  sprung  into  life. 

It  means  something  to  YOU  as  well  as  ourselves. 

It  is  a  VITAL  MESSAGE  that  explains  our  new,  swift,  economical  and  efficient  Parcel  Post 
Ink  Service,  that  saves  you  time  and  money — and  lends  VALUABLE  HELP  TO  YOUR  BUSINESS! 

The  will  visit  you  every  little  while,  with Smear  Cards,  which  are  for  your 

convenience,  and  through  which  you  can  always  quickly  get 

"THE  INK  YOU  WANT,  WHEN  YOU  WANT  / 

IT,  AT  THE  PRICE  YOU  WANT  TO  PAY!" 

We  don't  know  WHOSE  ink  you've  been  buying,  or  how  you've  been  buying  it,  but  we  DO  know 
our  new,  Quick-Delivery  Service  on  Quality  Inks  will  prove  a  great,  big,  real  help  to  you  in 
BOOSTING  YOUR  BALANCE  AT  THE  BANK! 

We  enclose  several  of  the Smear  Cards,  with  return  envelope.  We  ask  you  to  keep  them 

handy  on  your  desk,  so  that  you  can  use  one  at  any  minute  for  the  special  ink  you  may  want, 
by  simply  dropping  it  in  the  mail  and  LETTING  US  DO  THE  REST.  We  guarantee  to  match  the 
ink  satisfactorily  and  send  it  to  you  by  parcel  post  the  same  day  we  receive  your  order. 

If  convenient,  always  attach  to  the  Smear  Card  a  piece  of  the  stock  you  will  use. 

This  makes  it  even  surer  you  will  get  EXACTLY  the  ink  you're  looking  for. 

Beside  Quick  Service  and  High  Quality,  we  want  to  build  a  name  for  ourselves  as  "The  Ink 
House  That  Saves  You  Money."  You  can  always  depend  on  our  quoting  the  lowest  possible 
price,  considering  the  absolute  dependability  of  Inks. 

Right  now,  today,  this  very  minute,  perhaps  you  need  a  color  for  some  special  job.  Grab 
one  of  the  Smear  Cards,  put  on  that  gob  of  ink,  with  sample  of  the  stock,  and  see  how 
quickly  and  satisfactorily  we  handle  this  trial  order!  You'll  be  more  than  GRATIFIED — 
you'll  be  DELIGHTED! 

BETTER  GET  IT  OFF  IN  THE  VERY  NEXT  MAIL! 

Yours  for  Quick  Service,  Quality  and  Economy. 


180 


THE  SWIFT  SERVICE  INK  HOUSE  WHERE  QUALITY  AND  ECONOMY  GO  HAND  IN  HAND! 


Dear  Sir: 
Another  — 


And  more  Smear  Cards — for  your  convenience  and  in  the  interests  of  good  service! 

Our  Printer-friends  everywhere  have  FALLEN  RIGHT  INTO  THE  HABIT  OF  USING  THEM.  And  so 
many  are  frankly  enthusiastic  over  this  Prompt  Parcel  Post  Service! 

They  whisk  in  the  Smear  Cards  and  get  the  ink  they  want  by  return  mail,  paying  the  post- 
master— and  that  ends  it. 

They  pay  no  middlemen's  profits.  They  have  no  long  waits.  No  inconvenience,  no  excuses 
or  delays  of  any  kind.  They  get  EXACTLY  what  they  want  and  they  are  genuinely  satisfied. 

We  want  YOU,  too,  to  have  the  benefit  of  this  same  good  service.  You  are  entitled  to  it. 
Your  TRADE  is  entitled  to  it.  THEY  will  benefit  by  it — and  so  will  YOU. 

Service  simply  represents  EVOLUTION!  Down-to-now  methods  compared  to  the  slow, 

inefficient  ways  of  the  past!  F-A-L-L  I-N  L-I-N-E — and  you'll  find  Prosperity  waiting 
'round  the  corner! 

For  INK  is  an  important  factor  in  the  QUALITY  of  your  work  and  the  success  of  your  shop. 
We  help  you  give  BETTER,  PROMPTER  service  to  your  trade — and  you  know  that  means  A 
DICKENS  OF  A  LOT! 

The  printer  of  bygone  days  was  something  like  the  Sultan  of  Turkey.  He  promised  every- 
thing but  performed  in  very  dilatory  style.   The  down-to-now  print-shop  MAKES  ITS 
REPUTATION  BY  GETTING  THINGS  OUT  ON  TIME! 

So,  look  over  that  Ink  Stock  of  yours  this  very  day.  Use  one  or  more  of  the  Smear  Cards 
in  the  very  next  mail.  Keep  your  ink  supply  Right  Up  to  Snuff — Ready  for  every  emergency. 
The  Smear  Cards  mean  swift  service,  ALWAYS! 

We  are  waiting  to  fill  that  order  the  same  day  it  gets  here. 

L-E-T  I-T  C-O-M-E  ! 

Yours  expectantly, 


.   .  .1   .; 


liinimmiimimiiDii 

181 


EVERYBODY  ENTHUSIASTIC ! PARCEL  POST  SERVICE  GIVING 

UNIVERSAL  SATISFACTION  AND  PRINT  SHOPS  PROSPERING! 


Dear  Sir: 

"Confound  it,"  you  murmur,  "there's  that  darn again."  Or  do  you  say:  "Well, 

those  fellows  are  certainly  A-F-T-E-R  me  hot  and  heavy.  They're  determined  to  get  my  ink 
business  with  their  Prompt -Delivery  Parcel  Post  Plan!" 

And  you're  right.  "Right  as  a  fox,"  as  a  fellow  says.  We  want  your  ink  business  both  for 
your  sake  as  well  as  ours.  We  know  you'll  be  THE  GAINER;  furthermore,  we  know  our  serv- 
ice will  be  a  positive  TONIC  to  your  business. 

The  method  of  selling  ink  spells  A-L-A-C-R-I-T-Y  !  No  time's  lost!  Not  a  second! 

Not  a  minute!  You  simply  use  a  Smear  Card  to  show  us  just  the  ink  you  want.  The  day  it 
reaches  us  we  fill  the  order  and  shoot  the  goods  right  back  at  you  in  JIFFY-TIME!  Uncle 
Sam  is  our  errand  boy — he  delivers  the  stuff  swiftly,  safely,  satisfactorily!  And  when 
you  use  it,  you  find  we  have  given  you  the  RIGHT  INK  at  the  RIGHT  PRICE — and  on  time! 

And  we  can  sell  you  Better  Inks  for  Less  Money,  because  the  only  salesmen  we  use  is  The 
Good  Ink  and  Good  Service  are  SELF -SELLING  propositions.  Once  you  try 


service,  you  turn  out  to  be  YOUR  OWN  salesman.  You're  so  SUPREMELY  SATISFIED  you  need  no 
further  argument. 

Ink  prices  fluctuate,  but  we  save  you  money  at  every  opportunity.  That's  part  of 


Service  and  Principle.  The  old,  old  business  saying  that  "A  satisfied  customer  is 

the  best  advertisement"  is  the  solid  ground  upon  which  we  stand. 

More  Smear  Cards  herewith,  at  your  service,  to  be  used  and  shot  back  at  us  in  the  mail. 

You'd  better  use  one  today — give  the parcel  post  service  a  trial  at  once.  The  result 

will  prove  YOU'VE  BEEN  MISSING  SOMETHING!   (And  some  fellows  sorta  ENJOY  finding  that  out, 
especially  if  the  discovery  BENEFITS  them!) 

"Printers'  Ink  makes  millions  think" — and  the  kind  makes  them  think  F-A-V-0-R- 

A-B-L-Y  !  Coupled  with Service,  Inks  simply  represent  Better  Satisfaction  and 

Bigger  Sales! 


COLORS  MEAN  EFFICIENCY! 


0-R-D-E-R  T-0-D-A-Y  1 
Jurs  for  I-m-p-r-o-v-e-m-e-n-t 


182 


EXTRA  !  ! 


Gentlemen: 

Excuse  us,  but  we're  all  Excited,  Effervescent,  Exultant! 
RAINCOAT  ORDERS  are  pouring  in  in  Torrents  ;  our  Merchant  Friends 
are  reaping  a  Ripe,  Rich  Harvest  of  Fat  Profits;  and  the  only 
Cloud  over  our  Happiness  is  that  YOUR  order  isn't  here  I 

Don't  Pike,  Pause,  Ponder  or  Procrastinate — PLUNGE  RIGHT  INTO 
THIS  RIP-ROARING  RIOT  OF  RAINCOAT  REDUCTION ! 

Right  Now  a  Bigger-profit  Opportunity  is  Rapping  on  your  door 
with  a  Hammer  of  Pure  Gold  ! 

GET  IN  ! 

Get  in  this  Glorious  Gold  Gath'ring  Raincoat  Game  with  Head, 

Heart  and  Hand— and  you'll  have  a  BIGGER  BALANCE  AT  THE  BANK! 

Everybody's  selling  our  Raincoats  at  

YOU  could  sell  'em  at and  make  100% 

STILL  STIFFER  Profits  on  our  Better  Lines  ! 

And  the  moment  you  buy  of  us,  we  flatly  refuse  to  sell  your 
Competitors.   This  means  you  can  BACK  'EM  ALL  CLEAN  OFF  THE 
BOARD  WITH  YOUR  LOWER  PRICES— IF  YOU  ACT  NOW! 

Make  up  your  mind  THIS  VERY  MINUTE  to  do  the  Whopping-Big  Rain- 
coat Business  of  your  locality,  and  GET  THAT  ORDER  OF  YOURS  RIGHT 
OFF  IN  TO-NIGHT'S  MAIL!  You  want  to  PILE  UP  YOUR  PROFITS  before 
the  other  fellow  gets  started,  so  remember:  "Thrice  armed  is  he 
who  hath  his  quarrel  just,"  BUT  FOUR  TIMES  HE  WHO  GETS  HIS  BLOW 
IN  FUST  !  ! 

GET  YOUR  BLOW  IN  FUST  ! 

And  Burn  This  in  your  Memory:  We  don't  want  money  in  advance; 
Terms  2%  10  days,  or  net  30  days  ;  AND  YOU'RE  WELCOME  TO  SHOOT 
THE  GOODS  RIGHT  BACK  AT  OUR  EXPENSE,  IF  IT  ISN'T  THE  SPIC-AND- 
SPAN,  SNAPPY,  SWIFT-SELLING  STUFF  WE  SAY  IT  IS  ! 

On  that  Great  Clock  of  Time  there's  but  One  word — "NOW!"   Come 
on  with  that  Order,  and  you'll  have  a  Record-smashing,  Rush 
Business  in  Raincoats  ! 


GET  IT  GOING!  Write  or  Wire— QUICK  ! 
Yours  for  More-Money  Merchandise, 


183  I 


PRESIDENT'S  OFFICE. 


My  dear  Doctor: 

I  am  writing  you  personally  today  because  we've  just 
designed  and  finished,  especially  for  Ministers, 

about  100  FAST  BLACK Raincoats,  one  of  which 

I  would  be  delighted  to  send  you  at  once  on  approval. 

You  would  like  this  coat  immensely,  and  I  am  almost 
positive  you  would  want  to  keep  it. 

I  am  glad  to  make  you  a  special  price  of for  this 

absolutely  storm-proof,  light-weight,  good-looking 
garment. 

You  would  find  it  so  very  useful  on  rainy  days  going  to 
and  from  Church,  or  making  calls,  or  officiating  at 
weddings  or  funerals  during  wet  weather. 

I  would  urge  that  you  let  us  hear  from  you  at  once,  as 
the  number  of  these  coats  is  quite  limited,  and  I 
really  would  like  to  see  you  get  one  of  them  at  this  very 
low  price. 

You  are  of  course  taking  no  risk  whatever  in  remitting 
the  amount  today,  as  we  absolutely  guarantee  to 
refund  your  money  if  for  any  reason  you  return  the  coat. 

Sincerely  yours, 


President. 


"HHHmUHimiiiimiiuiiiNiiHNin'! 


184 


"ARE  YOU  THAT  REAL  LIVE  WIRE?" 

Dear  Sir: 

We're  looking  for  Somebody- 
Somebody  in  your  town- 
Somebody  who  wants  a  whole  lot  of  EASY  PROFIT — 

Some  Live,  Alert,  Resourceful  Dealer  to  handle  the 

line  of  Bigger-Profit  Paint,  Varnish, 

Brushes  ! 

WE'LL  help  him  get  the  business — the  GOODS  will 
help  him  KEEP  it  I 

Our  Products,  Our  Publicity,  Our  Principles, 
HELP  HIM  BUILD  UP  A  BIG  BUSINESS  IN  A  SHORT  SPACE 
OF  TIME! 

Are  YOU  that  Real,  Live  Wire? 

If  you  are,  write  to  us  today not  tomorrow,  TODAY! 

'Twill  be  a  money-making  move  on  YOUR  part  ! 

Yours  very  truly, 


185 


THEY  HAMMER  ON  THE  COUNTER 
AND  YELL  FOR  !  ! 


Dear  Mr, 


DEMAND'S  the  thing  I 

The  enormous  Demand  for  Products  was  built 

up,  Brother  Dealer,  NOT  through  Persistent 

Advertising but  upon  the  Solid  Rock  of  Sterling 

QUALITY ! 

Persistent  Advertising  has  HELPED,  but  the  Pure, 

Unadulterated  GOODNESS  of  — Merchandise  has 

indelibly  impressed  itself  upon  the  minds  of  Users 
of  the  Very  Best,  EVERYWHERE. 

Barnum  was  wrong!  You  can't  fool  folks!   They  know 
the  Real  Thing  when  they  see  it. 

Now,  when  you  handle  Products,  and  you 

should  handle  the  FULL  LINE,  no  other  dealer  in 
your  town  can  compete  with  you,  because  we  WILL 

NOT  sell  the  jobber;  your  profits  are 

therefore  your  own  as  long  as  you  handle  ; 

you  are  protected  every  day  in  the  year  against 
local  competition. 

This  is  the  kind  of  line  you  should  carry.   You 
really  ought  to  write  us  about  it  AT  ONCE. 

Dealers  are  the  most  liberally  advertised  of 

any  in  the  country.   ALL  that  comes  to  you  FREE. 

Let  us  hear  from  you not  tomorrow,  but  TODAY. 

Yours  truly, 


iliiiniiiiiiiiiiii: 


ii  i>ii;i!Hi!i>!iiiii!iiiiii!i;iitfi!?> 


186  I 


Dear  Mr.  

Here's  a  Real  Money-Saving  Suggestion  I  hope  you'll 
bear  in  mind: 

When  you  paint  your  house,  DON'T  LET  'EM  USE  ANY  OLD 
MONGREL  MIXTURE  CALLED  PAINT  ! 

DON'T! 

OR  YOUR  POCKETBOOK  WILL  BE  THE  SUFFERER  I 

Be  Cautious  about  it;  get  LEAD  AND  ZINC  PAINT. 

Get  it  yourself,  then  get  a  Good  Painter  to  put  it  on. 

You'll  save  gallons  of  paint,  and  gallons  of  trouble. 
And  about  a  pint  of  DOLLARS  ! 

has  a  Century  of  Paint-making  Experience 

in  it. 

Made  of  the  Very  Best  Materials,  scientifically 
mixed,  uniform  in  quality  and  color.   Why,  the  zinc 
in  it  almost  DOUBLES  ITS  LASTING  POWER  over  mere 
lead  and  oil,  no  matter  how  pure  they  are. 

IT  HAS  BEEN  TRIED  UNDER  EVERY  CONDITION  AND  PROVEN 
ITS  STERLING  WORTH  AT  EVERY  TEST  ! 

Jot  it  down  deep  in  your  memory:  and  None 

But  . 

You'll  be  mighty  glad  you  did;  our  dealer  in  your 
town  will  tell  you  WHY. 

Cordially  yours, 


'  """wnauiiiuii,,™,,,,,,,, 


187 


Dear  Mr. 


Your  house,  your  home,  deserves  lots  of  considera- 
tion. 

You've  thought  about  its  location,  sanitation, 
architecture  and  exterior;  you've  figured  on  its 
interior  comforts  and  conveniences  ;  you  want  its 
WALLS  AND  CEILINGS  decorated  in  a  style  you,  your 
wife  and  children  will  be  proud  of. 

You'd  use  wall  paper  or  kalsomine,  but  medical 
authorities  say  both  are  unsanitary. 

You  don't  want  to  take  any  risk. 

You  don't  want  old-style,  unsatisfactory, 

unhealthy  or  too-expensive  decoration. 

You  v/ant  DOWN-TO-NOW  Decoration. 
You  should  have . 

It  affords  so  very  many  beautiful  and  harmonious 

tints  and  combinations. 

It  is  a  firm,  fadeless,  flat  finish. 

It  is  WASHABLE;  it  is  applied  like  ordinary  paint 

and  dries  with  a  soft,  velvet  effect  that  STAYS 

SOFT  AND  VELVETY  ! 

It  is  germ-proof,  vermin-proof,  dust-proof, 

trouble-proof. 

It  is  easily  cleaned  and  easy  to  renew  when 

necessary. 

It  is  modern,  sane,  sensible;  IT  OUGHT  TO  GO  ON  YOUR 
WALLS  AND  CEILINGS,  WITHOUT  FAIL! 

The  man  to  see  about  it  is 

Cordially  yours, 


iinmmimitrmiMii.iiniiiiinMuinm'iiiiiiimiiiilliniui'i ■ •'•"'•:     '•  ■ "■=""  ' 


Ill    HIHIIllliltH 


■  ■■    ■ 


'Iti-ii!!!!!  :    \  ■:> 


188 


Dear  Mr. 


I'm  almost  sure  of  one  thing: 

You  want  the  BEST  Varnish  used  on  your  building. 

It's  easy  to  get  the  Best. 
It's  easy  to  get  the  Worst. 

A  man's  wise  to  be  careful  about  this. 

Not  that  people  buy  POOR  varnish  KNOWINGLY. 

They  DON'T;  they  want  the  best  and  THINK  they're 

getting  it. 

GOOD  ingredients  often  make  Bad  Varnish.   Does  that 
surprise  you?  Yes,  the  same  gums,  linseed  oil  and 

turpentine  that  make  the  famous  VARNISH 

would  make  much  inferior  stuff  through 
IMPROPER  MAKING! 

It's  like  women  baknig  bread.   All  use  the  same 
ingredients,  but well,  YOU  know  the  difference! 

Lots  of  Varnish  Makers  are  like  the  housewife  who 
uses  good  materials  but  JUST  CAN'T  make  good  bread. 


are  among  the  country's  oldest  and 


largest  varnish  makers.   They  know  the  REAL  way,  the 
RIGHT  way,  to  make  Good  Varnish  from  Good  Materials. 

Get  ! 


Get 


for  DEPENDABILITY! 


It's  the  Product  of  EXPERIENCE,  not  Experiment. 
ALL  products  are. 

Cordially  yours, 


uiluiKiHimniiiniMiiiuiiiinnii,! 


I 'II 'II 


:  i 


tniliu!lilli!lliuillliilllillhiimiiliniiii:iiiiiiiiiiliiiliitiiiiiii iniiiiiiiii 'Minn. until  iiiiiiiiiiiiiiiiiiiiiiimiiiiiiiiiiiiih luiiiiitiiiiiiitmiiiiiiumliilimiimniinii mi iitiiiiillllllinwltimllE 


I. ,,,,,,..  ;■■■■■    .     ■,.     IHI  ■    ID    ,1       .■!!.    '...  .:■■,.  Il'l'lll"    ,11   ri      I    I 


189 


Dear  Mr. 


Decoration  isn't  a  paint's  only  duty.   Its  main 
mission  is  PRESERVATION. 


Burn  that  in  your  memory it  will  PROFIT  you  ! 

Lead  and  Zinc  Paint  is  MOST  ECONOMICAL  for 


you  because  it  CARES  FOR  everything  it  COVERS. 

And  the  surprising  thing  is YOU  PAY  LESS  FOR 

BECAUSE  IT  TAKES  FEWER  GALLONS. 


Ten  Gallons  do  the  work  of  Fifteen  of  another  kind, 
and  do  it  BETTER. 

I'm  simply  making  a  plain  statement  of  a  provable 
fact,  that's  all. 


Let  me  whisper: 
take  LESS  of  — 


Our  new  dealers  kick  because  jobs 
—  than  of  ordinary  paint,  but  our 
old  dealers  LIKE  the  fewer-gallon  feature.   It 

spreads  the  good  news  and  they  SELL  MORE  IN 

THE  LONG  RUN.   You  just  can't  keep  satisfied  people 
from  TALKING! 

If  a  barber  could  shave  his  customers  so  well  they'd 
only  have  to  come  once  a  week,  he'd  lose  at  first, 
but  MY!  WOULDN'T  HE  BE  SHAVING  THE  WHOLE  TOWN 
BEFORE  LONG? 

Lead  and  Zinc  Paint,  plus  a  Good  Painter, 


produce  a  job  that'll  LAST  TRIUMPHANTLY  THROUGH 
THE  YEARS! 


Mr. 


publisher 


Herald,  says: 


"Seven  years  ago  I  painted  my  house  with  . 

Great  satisfaction.   Want  20  more  gallons.   Can  buy 
a  dozen  other  kinds  here,  but  prefers  YOURS." 


OF  COURSE  you'll  have  nothing  but  - 
man  to  see  about  it  in  your  town  is 

Cordially  yours, 


-and  the 


190 


Dear  Mr. 


You've  found  the  ONE  AND  ONLY  covering  for  Inside 

Walls  ! 

It's FLAT  FINISH! 

Washable,  Sanitary,  Permanent,  Artistic. 
Vermin-proof,  German-proof,  Trouble-proof. 

Wall  paper  lasts  two  or  three  years. 

Kalsomine  not  as  long.   Wall  paper  fades  and  harbors 
GERMS.   Kalsomine  rots  and  must  be  entirely  removed 
in  re-decoration. 


is  less  expensive,  more  durable, 


sane,  sanitary,  cleanly  and  cleanable,  than  Wall 
Paper. 

Your  Wall  may  be  washed  and  looms  forth 

good  as  new!  Or  a  new  coat  put  on  at  little  expense 
and  trouble. 

ONE  GALLON  will  cover  700  to  800  square  feet.   It 
costs  less  and  covers  better  than  White  Lead, 
which  covers  but  400  to  500  square  feet  per  gallon. 

If  applied  over  SIZE, Finish 

is  DOUBLY  LASTING! 

You  can't  afford  to  overlook  this  Peer  of  Wall 

Coverings. 

IT  MEANS  THE  END  OF  ALL  WALL  TROUBLE  FOR  YOU ! 

It's  the  Stuff  that  Serves,  Satisfies  and  SAVES! 

There's  a  dealer  who's  anxious  to  see  you 

about  this right  in  your  town;  his  name's 

Cordially  yours, 


191  I 


Dear  Mr.  

I've  just  been  thinking  about  that  barn  of  yours. 
It's  the  Storehouse  of  your  Farm  and  holds  the 
Rewards  of  your  season's  labor,  'till  they're 
marketed. 

A  MIGHTY  IMPORTANT  BUILDING  ! 

You  wouldn't  feel  safe  if  it  wasn't  fully  protected 
against  fire,  yet  it ' s  a  fact  that  MORE  BARNS  ARE 

DESTROYED  BY  PAINT  NEGLECT  THAN  BY  FIRE and 

paint's  a  whole  lot  less  expensive  than  insurance  I 

It's  the  Cheapest  Form  of  Protection  for  YOU! 

A  run-down  barn  may  require  $150  to  $200  to  repair, 
when  $10  or  $15  spent  for  paint  IN  TIME  would  have 
avoided  most  of  that  expense. 

We  make  house  paints PURE  LEAD  AND  ZINC 

PAINT,  in  many  shades;  the  best  for  ANY  building; 
but  FOR  YOUR  BARN,  where  color  isn't  so  important, 

we  make  BARN  PAINT,  English  Red  Oxide 

(Bright  Red)  and  Moss  Green,  both  strong  and 
lasting,  good  for  sides  and  roof,  combining  two 
important  features  for  you,  DURABILITY  AND  ECONOMY, 

You  can  be  dead-sure  about  BARN  PAINT  ! 

Get  and  none  BUT  1 

It  prettifies  and  PRESERVES  your  barn. 

In  your  town  it's  sold  by 

Cordially  yours, 


"  '    M  'l:  :  i'l   !;,(,!  .  :   |i.  ■,  ■■  ..  


192  i 


Dear  Mr. 


IMPORTANT ! 

You  pay  but  ONE  profit  when  you  buy  Paints, 

Varnishes  or  Brushes the  profit  between  maker 

and  user.   That  is  the  dealer's  profit. 

But  you  don't  pay  any  more.  You  don't  pay  any 

jobber's  profit.   It's  a  clean  saving money  you 

can  use  for  other  purposes. 

That's  a  economy  to  begin  with then  on  all 

materials  you  make  an  additional  saving, 

because  —  materials,  being  the  much  better 

kind,  go  farthest  and  last  longest ALWAYS! 

Cheap  paint  products  cost  you  like  the  dickens  in 
the  long  run ! 

The  kind  STAND  BY  YOU  for  a  Big  Reason: 

They're  backed  by  150  years  of  Paint  Making,  50 
years  of  Varnish  making,  30  years  of  Brush  making! 

Think  of  it think  of  it  TWICE! 

Then  go  right  to  town  and  consult  the  

dealer his  name  is  . 

Sincerely  yours, 


193 


Dear  Mr. 


Shakespeare  said:   "Put  money  in  thy  purse." 

Funny — but  this  is  exactly  what  you  do  when  you 

take  money  FROM  your  purse  to  buy  Lead  and 

Zinc  Paint  for  your  Uarn  or  Out-Buildings. 

It  is  the  very  best  P-R-E-S-E-R-V-A-T-I-O-N  you  can 

invest  in the  SURE  paint  for  any  wooden  building 

outside  of  your  house,  if  you  want  to  match  house 
and  out-buildings. 

There's  ANOTHER  plan,  however,  of  combining 

durability  and  economy,  beside  adding  years  of  life 
to  your  barn  or  out-buildings: 

YOU  CAN  USE  BARN  PAINT,  MADE  IN 

TWO  COLORS,  ERIGHT  RED  AND  MOSS  GREEN. 

This  barn  paint  has  no  superior  the  world  over. 

It  is  made  of  exactly  the  right  materials,  properly 
proportioned  and  scientifically  ground  by  modern 
machinery.   It  is  equally  good  for  barn  sides  and 
barn  roofs. 

It  is  the  Barn  Paint  SUPREME the  very  best  you  can 

put  your  money  into. 

Our  dealer  in  your  town  will  testify  to  this his 

name  is  . 

Sincerely  yours, 


THwnmmimiHi.,. 


194  I 


Dear  Mr. 


A  mighty  serious  thing the  wall  and  ceiling  finish 

for  THAT  NEW  BUILDING  OF  YOURS  I 

Its  location,  sanitation,  architecture  and  other 
things  have  occupied  your  mind,  and  you  settled 

on  them but  have  a  care  about  your  walls  and 

ceilings.  You  want  them  decorated 

j— U—  S— T      R—  I— G— H—  T  !  ! 

Wall  paper  or  kalsomine  you  bar  because  obsolete 
and  unsanitary.   You  wouldn't  risk  having  your 
walls  full  of  vermin  with  these  old-style, 
unhealthy  and  expensive  coverings. 

So,  then,  there's  nothing  to  do  but  use  VELOUR 

FINISH.   There  are  a  thousand  reasons  why  you 
should.  But  a  few  of  them  are: 

It  affords  many  beautiful,  harmonious  tints 

and  combinations. 

It's  a  firm,  fade-less,  flat  finish. 

It's  washable;  it's  applied  like  ordinary 

paint  and  dries  with  a  soft  velvet  effect  that 

stays  soft  and  velvety  I 

It's  germ-proof,  vermin-proof,  dust-proof, 

trouble-proof. 

It's  easy  to  clean  and  easy  to  renew  when 

necessary. 

Let  there  be  no  argument  or  mistake see  the  

dealer  in  your  town  this  very  day;  he  is  . 


Sincerely  yours. 


!,  .1111  '..■■:      i =■-:!-  i  s  i!  r ■     .■     ■■■■■:  ■  ., 


195 


Dear  Mr. 


ONE  THING'S  SURE! 

Wall  and  ceiling  sanitation  demand  Velour 

Finish. 

It  is  the  finis]  of  today  and  tomorrow.   Beside 
its  washable,  darable,  sanitary  and  cleanly 
qualities,  its  economy  and  artistic  virtues, 
harken  to  its  wonderful  hiding  power: 

ONE  COAT  OF  WHITE  WILL  OBLITERATE  BLACK! 

And  its  even  mere  remarkable  covering  capacity: 

700  SQUARE  FEET  PER  GALLON! 

Hah!  You  are  surprised;  you  are  interested!   And 
well  you  may  be. 

Furthermore,  its  magnificent  velvety  surface 
enhances  the  beauty  of  the  finest  home  or  the 
humblest  dwelling,  the  most  pretentious  building 
or  plain  storeroom. 

This  wonderful  wall  covering  is  as  far  superior  to 
wall  paper  and  kalsomine  as  the  Mazda  lamp  is  to 
the  candle  light. 

Have . Finish,  and  nothing  else,  for 

YOUR  walls  and  ceilings  ;  you  will  always  be  deeply 
content  over  your  choice. 


Our  dealer  in  your  neighborhood  is 
Sincerely  yours, 


...  i    .in-.. il    .    .HI ■    ■  ik  il  ■    Ili.il      ■  ■.,..:       n.  ;.:■:■.;•:        ,  il:      I,  i!i    .  ;..  i      \r  ill,  ;, 


196 


Dear  Mr. 


Your  barn's  something  like  a  Treasury  Vault. 

You  see,  it  holds  your  crop  riches  until  sold and 

it  harbors  OTHER  things  important  to  you. 

Barn  Paint  is  AN  ARMOR  OF  PROTECTION  against 

the  ravages  of  weather  and  time. 

Lots  of  folks  insure  their  barns  against  fire,  but 
fail  to  paint  'em  well — and  "paintlessness"  ruins 
more  barns  than  fire. 

Cut  down  your  barn  repair  bills  by  keeping  it  painted 

with  Barn  Paint.   English  Red  Oxide  (Bright 

Red)  or  Moss  Green.   Both  are  strong  and  lasting, 
good  for  sides  and  roof,  and  stand  for  two  important 
things : 

D-U-R-A-B-I-L-I-T-Y  A-N-D  E-C-0-N-O-M-Y. 

Don't  order  "barn  paint" — but  Barn  Paint. 

The  difference  is  startling — to  your  purse  and  to 
your  barn. 

Get  because  it  means  the  very  best  protection 

at  minimum  cost. 

For  more  Barn  Paint  Truths,  see  our  dealer  in  your 
town,  Mr.  . 

Sincerely  yours, 


i  Miuiiii.!Hiiiriiiiiiiiitiai:i<ii(iuiiitii»ti::miinii:ii.ii'i>in.i<tti,iiii:ni>iiiii>iiii!iitiii<^iioii  iimiiiiiiimiHntmiliil 


197 


Dear  Mr. 


Varnish  is  funny  stuff.   You  can't  make  it  any  old 
way  even  with  the  finest  ingredients.   So,  you 
see,  it  takes 

PAINS  PLUS  BRAINS  ! 

Varnish  Products  are  self-selling  to  every 


man  who  has  once  used  them.   He  knows  the  BIG  DIF- 
FERENCE! He  simply  WON'T  HAVE  any  other  kind. 


FLOOR  VARNISH. 


Hah!  A  triumph  of  toughness,  elasticity,  durabil- 
ity.  It  is  heavy-bodied  and  won't  spot  or  mar  white. 

INTERIOR. 


Another  style  of  Varnish  perfection!   Won't  spot 
or  mar  white,  is  tough,  elastic,  durable,  heavy- 
bodied. 


SPAR. 


"Stands  the  gaff,"  as  the  sailormen  say.   Ye  see, 
mate,  it'll  stand  the  swirl  o'  a  sou-wester  on  a  good 
ship's  spars,  or  on  your  front  door  or  your  porch 
chairs — and  shatter  my  top-lights  if  it'll  turn 
a  hair ! 

So,  then,  'tis  no  sea  yarn  about  the  downright 

superiority  of  Varnishes.   You're  wise  to 

listen  and  take  heed. 

Our  dealer-man  in  your  town  is  a  neighborly  soul  and 
will  gladly  tell  you  more.   See  him! 

Sincerely  yours, 


■   "     ■      !"  ■ 


198 


FORM  1 

EXTENDED  PAYMENT  LETTER, 

Mr.  of  

To 

Subscription  from to 


Dear  Sir: — 

We  extended  the  time  of  payment  on  the  above  account  for 
ycu ;  that  extension  has  expired. 

In  all  probability  the  matter  slipped  your  mind  and  you 
did  not  mean  to  fail  in  making  remittance  on  the  date  promised. 
Will  you  therefore  send  us  today  Post  Office  Order  or  Draft  for 
the  above  amount,  in  enclosed  envelope? 

Thanking  you  in  advance  for  prompt  attention  to  this, 
we  are 

Yours  very  truly, 


Secretary, 


I'il'l   :      ,:.,!■■   ....  ,.  ,,  (  ,,:  ,,,        ,     ,,   .,  .,  ,.,,  : . .   .  .  I   ,   ,  I.  ,  i  .   .  :   . ,....■■ 


I'mMIIWOWIItHHIlffllHWtJttlWIMItaWWlinMII^ 

199 


FORM  2 

EXTENDED  PAYMENT  LETTER. 

Mr.  of  

To 

Subscription  from to  


Dear  Sir: — 

You  have  not  answered  our  very  recent  letter,  notifying 
you  of  your  failure  to  remit  the  above  amount  at  the  expiration 
of  extension  granted  you. 

We  can't  believe  you  purposely  meant  to  break  your 
promise  in  so  small  a  matter.   Surely  we  have  done  our  utmost  to 
make  payment  easy  for  you.  Don't  you  think  it's  a  little  bit 
unfair  for  you  to  neglect  the  matter  this  way  after  we've  shown 
every  disposition  to  await  your  convenience? 

We  ask  that  you  send  us  Post  Office  Money  Order  or  Draft 
for  the  amount  in  today's  mail;  don't  lay  the  matter  aside; 
attend  to  it  NOW. 

Hoping  to  hear  from  you  promptly,  we  are 

Yours  very  truly 


Secretary. 


WE  KNOW  YOU  WANT  TO  DO  WHAT'S  RIGHT.   WHY  NOT  SETTLE 
THIS  LITTLE  MATTER  TODAY? 


■•in;'  ;:  i.      tii;  ■  ■ 


:i;,[|iitUiiiitui!Ti;:!ii!::tIi.!!'iiK'ii;li|iv.!'- 


200  I 

FORM  3 

EXTENDED  PAYMENT  LETTER. 

Mr of  

To 

Subscription  from to  $ 

Dear  Sir: — 

We  are  going  to  ask  you  for  immediate  action  today  in  the 
matter  of  the  above  unpaid  account  and  your  failure  to  remit  at 
expiration  of  extension  granted  you. 

This  is  the  third  time  we  have  written  you  about  it,  and 
we  feel  that  either  you  have  not  received  our  two  former  let- 
ters or  that  you  wish  to  purposely  ignore  the  matter. 

Surely  after  granting  you  a  liberal  extension  of  time  in 
which  to  pay,  and  even  waiting  upon  you  far  beyond  that  date, 
your  sense  of  fairness  should  impel  you  to  settle  up  the  matter 
at  once.  We  hope  you  will  make  it  a  point  to  get  this  remittance 
to  us  in  the  evening's  mail,  either  by  Post  Office  or  Express 
Order.  Further  delay  would  only  make  it  more  unpleasant  for  all 
concerned. 

Hoping  this  will  have  your  attention  today  without  fail, 
we  are 

Yours  truly, 


General  Manager, 


IF  YOU  ARE  IN  BUSINESS  YOURSELF  YOU  KNOW  HOW  THESE  LITTLE 
lCCOUNTS  AMOUNT  UP  ;  HENCE  WE  COUNT  UPON  A  REMITTANCE  FROM 
.r0U  TODAY  I 


MWMMMnMnMMnNWMMNMMmmmtt  ,    .:    :    li;  iHmiiiitniiiitiiiiHUiimiiiHiiifiiiiiHiimrimitimnini.nirS 


■:  i|  .  ■  :  ■.  m:  ir  ■■■..■■..   .  ■■  ■      :  ,  .  .  ■ 

201 


FORM  3 

EXTENDED  PAYMENT  LETTER. 

Mr.  of  

To 

Subscription  from to  


Dear  Sir: — 

You  have  not  answered  our  former  letters  regarding 
payment  of  the  above;  and  we  are  therefore  compelled  to  make  this 
our  final  effort  to  have  you  remit  the  amount  amicably. 

After  granting  every  reasonable  extension  of  time  and 
making  allowance  for  the  possibility  of  your  having  overlooked 
the  matter,  or  having  been  too  busy,  or  your  absence  from  the 
city,  we  can  come  to  but  one  conclusion,  and  that  is,  you  do  not 
wish  to  pay  this  account  in  accordance  with  your  promise. 

We  feel  that  we  have  been  treated  unfairly  and  that  you 
did  not  intend  to  make  a  peaceable  settlement  in  the  first  place. 

However,  we  may  be  wrong  in  all  of  this,  and  with  that 
thought  in  mind  we  urgently  request  you  to  remit  today  for  the 
amount.   This,  however,  is  our  final  attempt  to  get  you  to  pay 
it  in  good  grace. 


: 


Hoping  you  will  consider  that  we  have  been  very  patient 
nd  therefore  are  entitled  to  an  immediate  remittance,  we  are 

Respectfully  yours, 


President. 

-.__„„_._ 

THE  AMOUNT  YOU'LL  HAVE  TO  PAY  WILL  BE  CONSIDERABLY  LARGER? 
LET'S  SETTLE  THE  MATTER  AND  BE  DONE  WITH  IT:  WHAT  SAY  YOU?  NOW 
IS  THE  TIME  ! 


in  mmtuiiimriiimimiiH 


202  I 


FORM  4 


BLANK  AND  BLANK 
Attorneys  at  Law 

Amount  of  Claim, 

versus  Interest 


Amount  to  Remit 


Dear  Sir: — 

We  beg  to  remind  you  of  your  recent  request  for  an  exten- 
sion of  time  in  payment  of  account  below,  and  that  on  date 
shown,  the  time  to  pay  this  account  will  have  expired. 

Assuring  you  of  our  good  will,  and  that  of  the , 

and  anticipating  prompt  fulfillment  of  your  promise,  we  are, 

Yours  very  truly, 


EXTENSION  EXPIRES. 


203 


FORM  5 


BLANK  AND  BLANK 
Attorneys  at  Law 


versus 


Amount  of  Claim, 
Docket  Fees 
Summons 
Interest 
Amount  to  Remit 


Dear  Sir: — 

The  extension  of  time  in  which  to  pay  the  above  account, 

granted  you  by  ,  having  expired  without 

settlement  on  your  part,  we  beg  to  notify  you  that  all  evidences 
of  indebtedness  and  other  papers  in  the  case  have  been  referred 
to  us  for  immediate  action. 

We  promptly  advise  you  of  this  fact  in  order  that  you 
may  have  an  opportunity  to  get  into  communication  with  us  at  once 
and  avoid  all  additional  expenses  attendant  upon  the  filing  of 
proceedings  against  you.   We  can  only  hope  that  you  will  not 
delay  action,  if  you  wish  to  avoid  such  procedure  on  our  part. 

Yours  respectfully, 


tamuiuiumiiiiinimtiitinmniumiii liiiiiiwimuiunuinint 


miuiuuitnmniniiiiniimii  u 


iiiuimiiiiiiiniMiumiiiiimninwMH'"""1""1'"""""""' 


:„;.,  ■■'!.  I     .■::.:■'■..      ■   i 


204  I 


My  dear  Sir: 

Barnum  was  wrong  ! 

You  know,  he  said  that  the  people  liked  to  be  humbugged. 

They  DON'T. 

A  greater  man  than  Barnum  voiced  the  Real  Truth  about  this,  when 
he  said,  "You  can  fool  all  of  them  some  of  the  time,  and  some  of 
them  all  the  time,  but  you  can't  fool  all  of  them  all  of  the  time.11 

Mr.  Lincoln  was  RIGHT! 

Therefore,  we  ask  you  to  burn  in  your  memory  that: 

1.  Our is  True  in  Color,  True 

in  Durability,  True  in  Workmanship,  True  in  Quality. 

2.  It  is  free  from  Ribbons. 

3.  It  is  Fadeless  and  Ribbonless  only  because  it  comes  from  BIG 

BEDS. 

4.  So-called  "Genuine"  Slates  bearing  are 

Hushed  and  Still  as  to  the  PERMANENT  COLOR  of  their  product  and 
likewise  Silent  as  to  RIBBONS. 

5.  Our  Slate  goes  to  you  with  a  REAL  GUARANTEE  that  PROTECTS 
you! 

6.  We've  absolutely  no  connection  with  any  Association  or  Com- 
bine and  hence  our  prices  for  Much-Better  Slate  are  Much  Lower 
than  you  pay  elsewhere. 


IN 


very  car  of  Slate  we  ship  is  backed  by  our  reputation,  and  we 
ke  not  a  single  claim  for  our  goods  that  we  cannot  substantiate 

N  FULL. 

If  you  are  in  the  market  for  SLATE  THAT  GIVES  SUPREME  SATISFAC- 
TION, may  we  hope  you  will  fill  out  the  enclosed  card  and  send  it 
to  us  right  away? 

Yours  sincerely, 


i iMiiuiiMtlUtimmitKiHi.iUiimmiiiiiinii.iiLiuiiiiiiiiiiLiiiiiiimiiiiiiiiiiiiti u  iii:inni:i:m;iuiiiU!iin:iiiiiimi(iliiitiiiMi;'iniiili>iii;rtimn 


'!,  ,.     .,      ...  ||    . 


205 


Dear  Sir: 

Your  premises  will  be  100$  safer,  your  watchman  surer 
of  himself,  your  insurance  risk  less,  if  you'll  read 
the  inside  pages  of  this  letter  ! 

I'm  sure  of  that  because  you'll  immediately  realize 
what  my  patrol  clock  would  mean  to  you  RIGHT  NOW,  in 
Freedom  from  Worry,  Doubt,  Risk  and  all  possibility  of 
Loss. 

Wise  watchmen  welcome  the .   It  safe- 
guards them  against  Suspicion.   It  safeguards  YOU 
against  Service  Slip-ups  ! 

This  Clock  is  a  Triumph  of  Tamper-proof,  Trouble-proof, 
Weather-proof  Mechanism;  approved  by  the  National 
Fire  Underwriters  and  the  Factory  Mutual  Laboratories  ; 
absolutely  guaranteed,  and  sent  on  30  days  trial. 

You're  risking  nothing  to  order  one  to-day;  you  owe 
nothing  until  you've  decided  it  is  what  you've  long 
needed. 

May  I  hope  to  hear  from  you  by  return  mail? 

Yours  truly, 


206 


EXTRA! 

Dear  Sir: 

Yes,  it's  true ! 
Every  word  of  it. 

Our  big,  Bristling  Clearance  Sale  DOES  turn  loose  with 
all  its  fury  on  July  20th,  as  you'll  see  by  the  papers. 

Listen,  Mister  ! 

This  will  be  a  dead-in-earnest  affair  ! 

It's  a  real,  rare  chance  for  you  to  get  your  favorite 
quality  and  style  of  Oxford  at  A  BIG  SLICE  OFF  THE 
REGULAR  PRICE  ! 

You  know  's  merchandise  and  methods.   He  has 

always  respected  the  confidence  of  folks. 

So  this  sale  is  A  REAL  SALE  OF  REGULAR  GOODS — not  a 
fix-up  affair. 

I've  just  $2500  in  Elegant  Men's  Oxfords  that  MUST, 
WILL  AND  SHALL  BE  SOLD ! 

Sorry  I've  got  to  sacrifice  them,  in  one  way,  and  in 
ANOTHER  way  I'm  GLAD.  Every  pair  that  goes  out  at  an 
extra-low  price  is  A  LASTING  ADVERTISEMENT! 

So,  come  quickly  and  be  fitted  AT  A  SAVING  YOU  WON'T 
FORGET,  IN  AN  OXFORD  YOU'LL  REMEMBER  US  BY! 

Come  early,  so  you'll  be  sure  to  get  your  correct  size. 

A Fit  is  a  Faultless  Fit.  In  fact,  it's  a  Fit 

or  you  don't  Fork  Over! 

Yours  sincerely, 


'f-"'i'i  tmniitiitif  iiKMiuM  .mi-'i  i   MiimiMiOTiHnHiinmmiiwiiHnwiiMiiiiiiiMiii'iiiii 


Dear  Sir  or  Madam: — 

The : Shoe  Store  has  an  important  message  for 

you  to-day;  it  is  a  money  saving  message — IT  IS  THIS: 

We  can  sell  you  DEPENDABLE  footwear  at  the  very  lowest 
prices  in  town — • 

1.  Because  we  do  not  spend  several  thousand  a  month 
for  advertising; 

2.  Because  our  store  rent  is  low,  even  though  our 
location  is  a  prominent  one; 

3.  Because  a  rigid  economy  in  every  detail  is  observed 
in  our  store  management ; 

4.  Because,  our  sole  aim  and  fundamental  business 
principle  is  to  give  each  and  every  customer  the  UTMOST 
SHOE  VALUE  FOR  HIS  OR  HER  MONEY ; 

5.  Because,  we  know  that  the  one  big  secret  of  true 
business  success  is,  according  to  the  old  but  reliable 
business  motto:  "A  satisfied  customer  is  the  best 
advertisement . " 

If  you  have  never  bought  shoes  of  this  store,  and  will 
make  it  a  point  to  get  your  next  pair  here  you  will 
find  that  everything  we  have  said  about  it  is  abso- 
lutely true,  and  we  feel  very  sure  that  you  will  buy 
from  us  thereafter. 

Hoping  you  will  call  on  us  for  your  spring  footwear, 
and  assuring  you  of  a  perfectly  satisfactory  fit,  as 
well  as  courteous  treatment  whether  you  buy  or  not, 
we  are, 

Yours  very  truly, 


■ 


208 


INVESTIGATE! 

BY  ALL  MEANS 

Dear  Sir  (or  Dear  Doctor): 

Knowing  it  will  quickly  commend  itself  to  you  as  a  positive 
BLESSING  to  patient,  physician  and  nurse  alike,  we  are  very 
anxious  to  ship  you for  immediate  trial. 

Readily  adjustable  to  any  bed,  it  is  the  most  ingenious  of 
latter-day  sick  room  devices. 

You'd  find  its  uses  and  benefits  surprisingly  many.  It  saves  the 
patient.   Saves  the  nurse.   Saves  the  doctor. 

Whether  for  chronic  invalid  or  accident  patient,  the  

obviates  a  world  of  suffering,  inconvenience,  trouble  and 

time-loss. 

Its  HUMANITARIAN  phases,  in  addition  to  its  wonderful  utility, 
flexibility,  adaptability  in  handling  the  most  serious  cases,  we 
are  sure  would  strongly  appeal  to  you. 

The is  rightly  named.  It  brings  to  the  sick  room  a 

helpful,  restful,  soothing  influence,  greatly  reducing  nervous 
strain  on  the  patient  and  minimizing  the  work  of  physician  and 
nurse. 

Test  it  thirty  days  strictly  at  our  risk,  then  return  at  our 

expense  if  not  supremely  satisfactory. 

The  price  is f .  o.  b. 

Just  send  the  enclosed  card  to-day.  It  doesn't  obligate  you  in 
the  least.  We  are  only  too  glad  to  thoroughly  demonstrate.   No 
harm  done  if  you  don't  keep  it. 

I  ay  we  hope  you  will  mail  the  card  at  once? 
ours  very  truly, 


209 


A  GREAT  RELIEF  TO  THE  PATIENT  ! 
A  BIG  CREDIT  TO  THE  DOCTOR! 
A  RARE  HELP  TO  THE  NURSE  ! 

Dear  Sir  (or  Dear  Doctor)  : 

We've  brought  down  to  a  simple,  painless  science  the  handling  of 
fractures  of  every  kind;  the  moving  of  paralytics  and  helpless 
patients  generally. 

That's  why  THE materially  lessens  your  anxiety 

over  the  progress  of  any  case  of  that  character. 

This  new  appliance,  beside  handling  and  lifting  patients  without 
the  least  discomfort,  makes  changes  of  bedding,  or  the  use  of 
bed-pan,  a  quick,  non-troublesome  operation  both  for  the  nurse 
and  her  charge. 

The has  the  warm,  willing  endorsement  of  every 

physician,  patient  and  nurse  wherever  used;  all  are  highly 
enthusiastic  over  its  smooth  operation  and  the  grateful  ease  it 
affords  the  afflicted. 

No  slipping,  no  jolting,  no  shocks — absolutely  painless  lifting 
and  lowering,  with  the  individual  scarcely  realizing  he's  being 
moved. 

The is  quickly  adjustable  to  any  bed  rail  by  a  patent 

clamp  and  easily  adapted  to  any  width  or  length  of  bed. 

STRICTLY  AT  OUR  OWN  RISK, 
We  WANT  YOU  TO  TRY  IT. 

The  card  enclosed  entitles  you  to  our  offer  of  30-day  return 
privilege. 

Kindly  mail  it  to  us  to-night,  so  that  we  may  ship  without 
delay— We  are  positive  you  will  be  strongly  in  favor  of  the 
pliance  within  24  hours  after  being  put  to  use. 


Th 


e  price  is  f .  0.  b. ,  you  to  send  it  back  at 

ur  expense  after  a  month's  trial  if  not  perfectly  satisfactory. 

Feeling  that  you  will  find  it  wise  to  avail  yourself  of  our  offer 
m  to-night's  mail,  we  are 

Yours  very  truly, 


""■"""Wiiioiwiuimii 


ii. m  :.  .1....'.   ■  .n  n- i   ...'.■    ........r.     ■.;  


210 


THE  SIGNS  YOU  WANT,  WHEN  YOU  WANT 
THEM,  AT  THE  PRICE  YOU  WANT  TO  PAY. 


Gentlemen: 

At  no  cost  to  you,  and  with  no  obligation  on  your  part, 
we  want  to  submit  some  attractive  new  ideas  in  signs 
for  your  building. 

We  learn  you'll  soon  be  in  need  of  these. 

All  you  need  do  is  sketch  us  a  rough  drawing  of  your 
building  front,  with  measurements  of  windows  and 
spaces  where  signs  are  to  be  placed,  and  the  wording 
you  want  on  them. 

We  will  take  much  pleasure  in  submitting  for  your 
approval  sketches  of  signs  we  consider  appropriate, 
with  prices.  * 

Our  experience,  equipment,  materials  and  price  in- 
ducement should  interest  you — we  know 

WE  CAN  GIVE  YOU  THE  MOST  EFFECTIVE 
SIGN  DISPLAY  AT  THE  LEAST  COST  ! 

Make  that  sketch  of  your  building  front  RIGHT  NOW  I 

Not  the  slightest  obligation  on  YOUR  part,  remember: 
it  simply  gives  us  an  opportunity  to  submit  sugges- 
tions and  figures,  which  we're  ALWAYS  glad  to  do. 

Our  suggestions  cost  you  nothing,  and,  even  if  you  DO 
NOT  order,  may  prove  valuable  to  you. 

Attend  to  this  while  the  thought's  warm  in  your  mind! 
It's  a  money  saving  move — MAKE  IT  NOW! 

Yours  for  Sign  Satisfaction  and  Saving, 


.  ,,  M  ,|  ,.  ,,,  .  . 


:.   |.    ..   .  ,:.  ,|   ,  -u     .;,;  ,  .■:   i,  ,;i   .      :!■  ■..  rT i   i!: 


211 


Dear  Sir: 

Kindly  burn  this  in  your  memory. 

n it  i 

The  Tested,  Tried,  True,  Triumphant  Typewriter  Ribbon  ! 

The  Real  Ribbon. 

The  RIGHT  Ribbon. 

The  Ribbon  without  any  of  the  Bad  Habits  of  other  kinds. 

It  won't  Fade. 

It  won't  Blur  or  Smut. 

It  won't  fill  the  Type. 

It  won't  wear  out  or  dry  out. 

Writes  clean,  writes  sharp. 

Wears  evenly,  and  LASTS,  LASTS,  LASTS! 

There's  a  BEST  in  Everything;  in  Typewriter  Ribbons 

it's  none  other  than  — I 

This  is  the  ribbon  you've  been  looking  for,  your 
Stenographer's  been  longing  for! 

It  will  give  you  Better,  Cleaner,  Clearer  Work  and 
Save  you  Many  Dollars  because  of  its  DOUBLE  DURABILITY. 

It's  made  of  finest  imported  fabric,  inked  by  special 
improved  process,  with  very  best  coloring  materials. 

THIS  IS  THE  RIBBON  YOU'LL  ALWAYS  BUY  AGAIN. 

One  dollar  each,  $9  per  dozen. 

Now  that  you've  found  the  best,  you'd  better  order  at 

once,  giving  name  and  number  of  typewriter  and  color 

desired.  Two  or  three  color  ribbons,  same  price. 

Cheap  ribbons  are  speculation;  an 

INVESTMENT. 

Invest  today! 
Yours  very  truly, 


■mm ■.  ■■ 


212 


I'M  TAKING  ALL  THE  RISK! 

Dear  Sir: 

Your  money  back  in  jiffy-time  if  you're  not  satisfied 

with  the  Typewriter  Ribbon  ! 

The  Guarantee  IS  a  Guarantee. 

IT  MEANS  WHAT  IT  SAYS ! 

WE  Cough  if  YOU  Kick! 

There  are  no  ifs  and  ands  about  it. 

It's  the  Ribbon  you  buy  WITH  PROTECTION. 
It's  GOT  to  make  good! 

Don't  tell  yourself  one  dollar's  a  high  price  for  a 
ribbon  LIKE  THAT  ;  EVEN  IF  THE  PRICE  WERE  TWO  DOLLARS 
IT  WOULD  BE  THE  CHEAPEST  RIBBON  YOU  COULD  BUY  ! 

I'm  so  absolutely  sure  it  will  give  you  Much  Better 
Satisfaction  and  Double  wear,  I'm  taking  all  the  risk 
when  I  offer  you  YOUR  MONEY  BACK  if  it  isn't  the  ribbon 
I  say  it  is ! 

There's  no  FADE  or  FILL  UP  or  FAG  OUT  about  the 

I  COULD  manufacture  it  CHEAPER,  but  I  WON'T.   I  WOULD 
make  it  BETTER,  but  I  CAN'T! 

So  many  hundreds  of  concerns  won't  use  anything  but  the 

not  because  they  love  me  or  like  to  pay  a 

dollar,  BUT  BECAUSE  IT'S  CHEAPER  IN  THE  LONG  RUN  THAN 
RIBBONS  THEY  CAN  EASILY  BUY  FOR  LESS. 

Pay  a  dollar  for  a and  you've  got  a  Real 

Ribbon  with  Vim,  Vigor  and  Virility  in  it.  They're  $9 
per  dozen.   Give  name  and  number  of  typewriter  and 
color  desired.  Two  or  three  color  ribbons,  same  price. 

Order  the  Non-Fading,  Non-Filling,  Non-Fagging 

It 's  a  MONEY-SAVING  MOVE  ON  YOUR  PART  ! 

Order  TO-DAY! 

Yours  very  truly, 


■   ■    ■ 


mmpiummiimnni^N.-i,.'.  :m -■  .iiiiiitiiimnj.<ii:m  ■  <     i    .      . ..  „    .  .     ,,., 


DOLLAR  SAVING  

BIGGEST  RIBBON  BARGAIN  IN  AMERICA  I 


Dear  Sir: 


I  must  say  I'm  glad  to  get  your  complaint  that  the 
is  high-priced  ! 

Yes,  indeed — I  am  glad,  because  it  enables  me  to  point 
out  clearly  and  distinctly  just  why  it  ISN'T  I  You 
are  getting  a  great  bargain  when  you  buy  this  Much- 
Superior  Ribbon  at  the  price  we  ask,  and  even  at  that 

when  you  buy  the in  gross  lots,  Bi-Colors 

$72  per  gross  ($6  per  dozen — 500  each)  you're  getting 
this  marvelously  good  ribbon  at  very  little  more  than 
you  pay  for  ordinary  ribbons  not  worth  HALF! 

Single  color are  $48  per  gross  ($4  per  dozen 

— 33^40  each) — and  think!  You  can't  get  an  inferior 

single  color  ribbon  for  less  unless  you  buy  them  in 

gross  lots — and  they  CANNOT,  WILL  NOT,  AND  DO  NOT 

WEAR! 

So,  instead  of  being  high-priced,  the  Unbeatable 

Ribbon  is  the  greatest  ribbon  bargain  in 

America. 

The ,  remember,  has  an  iron-bound  guarantee, 

that  means  what  it  says  ! 

You  get  50,000  to  90,000  impressions  of  a  single 

Letter!  The  Black  Record  and  Indelible  

NEVER  FADE!  Records  or  documents  written  with  it  are 
ABSOLUTELY  PERMANENT. 

Because  the is  the  longest-lived  ribbon  in 

the  world,  hundreds  of  concerns  won't  use  any  other. 
It  is  a  NON-FADING,  NON-FAGGING,  NON-FILLING  RIBBON 
THAT  SAVES  THEM  MONEY. 

After  you've  bought  your  first  dozen  

RIBBONS  (single  color  $7;  double  or  triple  color  $9) 
you'll  be  glad  enough  to  buy  them  by  the  gross  and  save 
much  more  ;  you'll  have  identically  the  same  experience 
as  our  many  other  satisfied  customers. 

Send  me  your  order  by  return  mail — IT  WILL  PROVE  A 
REAL  RIBBON  REVELATION  TO  YOU. 

Take  this  money-saving  step  TO-DAY! 

Yours  very  truly, 


'       '    ■■'■    ■    ■■    •    ■      ■'■■■  '■    >■■■■■     ■■      I'      '     II    'I    D!i    .1  ..    T    ■    lllll     ..,;        I,    ..;■■■  I,.,        ..,.,.  ..  i        .,        ■,  ,        ■,.,         .      .,  .       ,        ,,,... I,      ,,,■;.,  .■■,:■    Ill;        ii        II    l|      ■ 


214 


"What  in  Heck  IS  this they're  talk- 
ing about — Is  it  a  vegetable  or  an  animal? 

Dear  Sir: 

Yes,  those  were  his  very  words. 

But  that  was  before  he  BOUGHT  one ! 

He  was  a  busy  ad-man  and  printer,  with  no  time  for  monkey- 
business — YOU  know  the  kind. 

And  now  he's  glad  he  INVESTIGATED.   The  bloomin'  little  trick 
saves  him  a  world  of  time,  trouble  and  temper  EVERY  DAY! 

NOW  he's  never  without  it. 

NOW  he  takes  it  MIGHTY  SERIOUSLY; 

As  YOU  will— or  BETTER  HAD  ! 

The tells  you  where  to  get  off  when  you're 

figuring  WHAT  STYLE  AND  SIZE  OF  TYPE,  AND  HOW  MANY  WORDS,  WILL  GO 
IN  A  GIVEN  SPACE  ! 

Not  bad? 

It  cuts  out  all  figuring  f ol-de-rol ; 

It  cuts  out  all  guess-work  or  groping  in  the  dark; 

It's  simple,  accurate  and  works  BING — just  like  that! 

Every  Ad-man,  Print-man,  Layout  man,  Foreman  and  even  Bill,  the 
crack  compositor,  NEEDS  our  handy  little  friend,  the 

And  after  using  one,  mark  ye,  it's to  get  along  WITHOUT 

it — Pretty  Tough,  certainly! 

So  I'll  be  your  Brother  Elk  here  and  now;  I'll  let  you  have  a 

Linen  Bristol  one  for or  an  IVORY  CELLULOID  pocket  size  for 

a 

ACTUAL  VALUE  IN  CONVENIENCE  AND  TIME  SAVED — ENDLESS  SIMOLEONS ! 
Big  men  with  little  leisure  (six-cylinder  chaps)  are  using  this 
handy  scamp, And,  confidentially,  they  fall  for 

I  he  CELLULOID. 
,  then,  for  this  brain  saver — this  Short  Cut  to  Supreme 
atisf action.   Of  COURSE  you  must  have  it. 

A-N-D  R-I-G-H-T  A-W-A-Y !  ! 

So,  Rush  that  Bone  to  Boston. 

You'll  get  it  back  if  you're  not  Satisfied.       ,  "  • 

I  GUARANTEE  THAT  RIGHT  HERE. 

Sincerely  yours, 


■MMMMBHMMttMBMNM 

215  I 


LOTS  OF PROFIT  FOR  YOU  IN  LIVE, 

LUCRATIVE  LINE  OF  WALL  PAPERS! 

Dear  Mr.  

With  the  opening  to  the  Brand  New  Year,  why  not  make  up  your  mind 
to  pitch  in  vigorously  and  DOUBLE  your  v/all  paper  sales? 

LISTEN!   That  Book  of Samples  you've  got  has  more  big 

Round  Dollars  in  it  than  you  ever  dreamed,  dear  friend!  Yes, 
yes!  Glorious  greenbacks  of  Profit,  hiding  right  there  between 
the  leaves,  simply  waiting  to  be  PLUCKED! 

DON'T  LET  'EM  SLIP  AWAY  FROM  YOU.   STOP  'EM  FROM  GOING  TO  THE 
OTHER  FELLOW'S  POCKET. 

Dozens  of  our  hustling  Paper  Hanger  Friends  throughout  the 

country  are  mightily  tickled  with  their  Net  Cash  Results, 

all  because  they  put  a  little  EXTRA  PLUGGING  and  PUSHENCY  behind 
that  Scintillating  Sample  Book. 

AND  ALSO  BECAUSE  THEY  KNEW  THAT  THE  FELLOW  WHO  SAID,  "EVERYTHING 
COMES  TO  HIM  WHO  WAITS,"  HAD  A  BUG  IN  HIS  DYNAMO.   THEY  FOUND 
THAT  EVERYTHING  COMES  TO  HIM  WHO  GOES  AFTER  IT  ! 

So,  it  all  rests  with  YOU.   If  you'll  make  up  your  mind  RIGHT 
TO-DAY  to  grab  a  lot  of  Nice  New  Money  out  of  the  Wall  Paper 
Game,  why,  pretty  soon  you'll  be  busier 'n  an  ambulance  on 
election  day,  contracting  for  jobs  that  were  simply  WAITING  FOR 
YOU  TO  STIR  THEM  UP. 

OTHER  FELLOWS  ARE  DOING  IT  AND  WE  KNOW  YOU  CAN ! 

Our Papers  don't  low-bridge  to  any  other  line  in 

America — you  couldn't  show  your  customers  more  attractive 
patterns  and  prices,  so  there's  nothing  to  prevent  you  from  get- 
ting "A  CORNER"  on  the  wall-paper  business  of  your  town. 

YOU'RE  MAKING  A  PRETTY  LIBERAL  PROFIT  ON  PAPERS,  AND 

THERE  ARE  LOTS  OF  JOBS  LAYIN'  FOR  THE  FELLOW  WHO  HAS  HIS  EYES 
OPEN  AND  SAMPLE  BOOK  HANDY. 

C-U-T  L-0-O-S-E  !  !  Sell  more  paper!  The  more  you  sell,  the 
busier  and  happier  and  richer  you'll  be — and  then,  who  knows  HOW 
soon  your  neighbors  will  hear  the  Proud  HONK  of  your  New  Auto? 

Your  Sincere  Friends, 


■mmmmmiiiiMi mmmunumrnHmmmiimmimmmmmmmmmmmmmmmmmmmimummmmummmmmmmmmmmmm^Mmmumima imiimnmm minim m m. n n«Mininiiiiininnm-tn-it i-ami 


■  :.  i .,:  .1   ,1 

216  I 


FIVE  CENTS  A  TON  FOR  WATER  PURER  THAN  THE  REQUIREMENTS 
OF  THE  U.  S.  PHARMACEUTIC  ASSOCIATION;  PURE,  PAL- 
ATABLE, PERFECT,  WITH  ALL  THE  GASES 
ABSOLUTELY  REMOVED. 

My  dear  Sirs: 

Are  you  willing  to  investigate  the  CHEAPEST  method  of 

producing  the  PUREST  water? 

If  so,  this  letter  is  really  well  worth  your  serious 

consideration. 

With  one  of  our  Large  Stills,  you  can  have  absolutely 
pure  water,  with  all  distillation  gases  taken  out, 
for  FIVE  CENTS  A  TON  ! 

Under  our  process,  no  aeration  is  needed.  We  remove 
the  gases  by  never  allowing  them  to  enter  the 
distillate. 

Hard  to  believe,  maybe — but  we've  been  doing  it  ever  so 
long ! 

We  have  proven  to  others  that  our  method  of  Water 
Distillation  is  a  Big  Step  in  Advance  Over  All  Others; 
we  can  prove  it  to  YOU. 

In  our  Stills,  THREE  SEPARATE  PROCESSES  remove  the 
flat,  distilled  taste,  due  to  GASES. 

We  feel  that  you  should  be  immediately  interested  in 
getting  better  water  than  you've  ever  used,  at  a  lower 
price  than  it  has  ever  cost  you! 

If  you  will  give  us  an  opportunity  to  demonstrate,  we 
are  positive  you'd  be  more  than  gratified  at  having 
taken  up  the  matter  with  us  directly  upon  receipt  of 
this  letter. 

Signing  and  sending  the  enclosed  card  "puts  the  burden 
of  proof  upon  us"  and  incurs  not  the  slightest 
obligation. 

May  we  hope  you  will  MAIL  IT  TO-DAY? 

Sincerely  yours, 


MUMUUH«im»miliiiKiilliiiiiitiiriiiiiiiiiiiiiint;tii!iiiii 


...I,;  a  ■  mamat  m  mm,  w.w.mn  ti-.uu  .>.        .  u  :■■  ■  ■  .. 


217 


Dear  Sir: 

Dame  Wheat  has  been  somewhat  whimsical  and  inconsistent  this 
whole  season.   Just  when  it  looked  like  she'd  be  a  trifle  down- 
in-the-mouth,  her  spirits  rose  and  upset  everybody's  calcula- 
tions, including  even  the  Grain  Solons. 

Mr.  Trader  who  foresaw  important  declines  when  the  Public  got 
wind  of  the  huge  winter  wheat  yield,  was  a  bit  bowled  over  when 
this  failed  to  elicit  Bearish  Growls. 

Why,  he  was  almost  thunderstruck  I  But  he  smiled  up  his  sleeve 
and  was  morally  certain  it  would  come  anyway.   "Bound  to  come," 
he  muttered,  "when  the  Spring  Wheat  movement  begins." 

But  it  didn't — his  Dreams  of  Decline  vanished  like  a  ham  sandwich 
into  a  messenger  boy. 

When  the  Northwest's  Crop  rolled  into  market,  Bearishness  had 
hiked  out  the  back  door,  owing  to  the  STEADY  DEMAND,  which  fully 
offset  supply. 

While  nothing  like  a  quick  rise  appears  on  the  Wheat  Horizon, 
there's  no  more  chance  of  a  decline  than  a  crippled  canary  has  at 
a  cat  show. 

I  really  look  for  continued  moderate  gains  in  October.  Large 
consumers  are  now  buying  quietly  but  steadily,  and  among 
foreigners  there's  a  slight  revival  of  interest. 

steady  demand,  not  exactly  stupendous,  may  be  expected  from 
mr  milling  friends  the  rest  of  the  season.  While  Winter  and 
Spring  Wheat  are  plentiful  now,  this  year's  Spring  Crop  is  a  bit 
shy,  you  must  remember.   International  demand  for  Northwestern 
night  to  drain  its  stocks  if  the  market  slips  back  from  present 
.evels.   This  should  prove  an  antidote  for  slumpingitis. 

lon't  forget,  too,  that  the  Wheat  Grower  of  A.  D. won't  part 

rith  his  bullion  berries  unless  he  gets  a  pretty  fair  price, 
le's  not  unused  to  Dollar  Wheat,  and  even  tho '  he's  marketed  it 
>elow  that  figure  this  season,  he's  disposed  to  keep  a  Bull-dog 
;rip  rather  than  let  loose  of  it  at  what  he  considers  a 
jacrif  ice. 

'ou're  not  likely  to  see  any  free  selling  by  the  Farmer.   This 
should  keep  supplies  at  important  centers  on  present  levels. 

Not  much  chance  of  a  weak  streak  in  the  situation.   The  broad 
commercial  buying  and  awakened  interest  of  cur  foreign  brethren 
should  cause  a  nice,  steady  demand. 

Yours  very  truly, 


1  '■■  i 


■ 


218 


OPPORTUNITY  NEVER  COMES  TO  HIM  WHO  WAITS!  IT  COMES  TO  HIM 
WHO  GOES  AFTER  IT  WITH  ALL  THERE  IS  IN  HIM;  WITH  THE 
DEEP,  BURNING,  INTENSE,  IRON  RESOLVE  OF  HIS  INMOST  BEING! 


Dear  Mr. 


I  want  to  sincerely  congratulate  you  on  answering  my  ad!  I  congratulate  you  because 
your  alert,  ambitious  action  in  so  doing  will  mean  a  whole  lot  to  you,  if  you  don't 
hesitate  to  take  advantage  of  the  rare  opportunity  I'm  willing  to  offer  you;  if  you 
follow  your  idea  right  up — the  idea  that  made  you  write  me — the  idea  to  BE  more  and  CO 
more  and  HAVE  more  in  this  Life!  The  world  of  Wage -Earners  is  a  World  of  WISHERS, 
HOPERS  AND  HESITATORS,  held  down  by  Foolish  Doubts  and  Empty  Fears!  Endless  thousands 
of  Bright,  Fine  Fellows  whose  WISHBONES  are  where  their  BACKBONES  ought  to  be;  they  are 
excusably  afraid,  halting,  timid;  clinging  with  the  drowning-man  grasp  to  their  slender 
salaries,  ALL  BECAUSE  THEY  THINK  MONEY-MAKING  IS  A  MYSTERY  THEY  CAN  NEVER  LEARN! 

Just  listen!  I,  myself,  was  situated  something  like  you  perhaps  are  today;  was  just 
"a  fellow  who  had  a  job" — nothing  more.  I  never  really  thought  I'd  ever  BE  anything  more. 
I  got  average  wages  and  economized  eternally.  I  knew  people  not  half  as  intelligent 
as  I,  but  ten  times  more  successful,  who  rated  me  a  ,:Dub,"  and,  believe  me,  dear  friend, 
the  thought  was  Bitterer  than  the  Gall  of  Goliath!  I  didn't  have  many  of  the  things 
I  wanted.  Had  mighty  few.  I  wore  cheap  suits,  cheap  shirts,  collars,  socks,  under- 
wear, cheap  hats  and  shoes.  Other  men  always  seemed  better  dressed;  other  men  got  more 
out  of  life;  other  men  had  things  easier  and  had  more  fun  than  I;  other  men  had  more 
CONFIDENCE  than  I — other  men  had  more  of  EVERYTHING  than  I,  except  HOPELESS  RESIGNATION 
TO  MY  LOT!  Ah!  I  tell  you  it  all  seemed  pretty  BLACK  at  times— this  thing  of  LIVING  LIFE 
WITHOUT  A  LOOK-IN  ON  LUXURY! 

I  can  point  my  finger  across  the  country  and  show  you  thousands  of  fellows,  no  smarter 
than  you  and  I,  now  Rich  and  Retired,  all  from  a  very  small  beginning  in  the  mail  order 
business— men  who  had  only  $10  or  $15  or  $25  to  start!  MAN  ALIVE,  THINK  OF  IT!  YOU  WHO 
HAVE  TWO  GOOD  HANDS  AND  A  BRAIN! !  It  shows  you  that  IN  these  fellows  was  the  Ability, 
just  as  it  is  in  countless  thousands  of  now  Boss-Scared,  Job-Hugging,  Wage-Cowed  Fellows, 
who  are  plodding  along  with  their  eyes  to  the  ground,  doing  the  Dull-Drudge,  Lock-Step 
to  and  from  work.   THEY  HAD  THE  ABILITY,  and  only  realized  it  when  someone  came  along 
and  Set  Off  the  Skyrocket  of  their  Ambition — STARTED  THEM,  just  as  I'm  going  to  start 
you,  unless  the  Doubt-Bug  or  Fear-Worm  GETS  IN  ITS  WORK  AND  HOLDS  YOU  BACK,  AS  IT 
ALWAYS  WILL  UNLESS  YOU  FLATLY,  FIRMLY  REFUSE  TO  LET  IT! 

Excuse  me,  dear  friend,  for  talking  so  plainly,  but  Plain  Talk,  like  the  Arnica  you  put 
on  a  burn,  STINGS  LIKE  BLAZES  BUT  GOES  STRAIGHT  TO  THE  SPOT;  PLAIN  TALK  STINGS  GOOD  MEN 
TO  ACTION,  PRODS  THEIR  PRIDE,  AND  PUTS  THEM  ON  THE  PRIMROSE  PATHWAY  TO  PROSPERITY!  I  know 
of  one  little  weak  woman  in  a  department  store  who  started  a  mail  order  business  with  a 
beauty  cream  costing  her  5c  a  jar,  which  she  is  now  selling  to  MILLIONS  AT  $5  a  jar! 
[MAGINE!   But  get  the  right  thought  about  it  deep  into  your  mind.   It  wasn't  the  CREAM 
that  made  this  Success-Miracle,  it  was  the  LITTLE  WOMAN,  her  pluck,  perseverance,  her 
Hind-made-up  methods,  her  downright  determination  not-to-work-for-others-but-have- 
)thers-working-f or-her ! 

id  here's  a  nice  thing  about  this  Wonderful  Business.  Your  wife,  in  her  leisure  hours, 
:ould  start  it  BRINGING  IN  MONEY.  She  can  devote  part  of  her  time  to  it  in  the  day,  and 
rou  can  help  her  after  you  have  come  home  from  work.  You  won't  have  any  office  expense; 
)perate  it  right  from  your  home.  You  can  have  MONIED  MAIL  pouring  in  from  all  quarters; 
rou  can  sensibly  hold  your  present  position  until  the  greater  money-making  powers  of  your 
lew  enterprise  make  it  foolish  to  work  for  the  boss  any  longer — AND  THAT  DAY,  THAT  HAPPY, 

3PY  DAY,  YOU  CAN  FOREVER  SHAKE  THE  GALLING  YOKE  OF  "YOUR  EMPLOYER!"  All  this,  mind 
rou,   is  not  a  vague  and  distant  dream;  it  is  right  here,  right  now,  this  very  moment, 
fITHIN  YOUR  REACH— I'M  WAITING  AT  THE  OTHER  END  TO  SEND  YOU,  FOR  $15,  THE  ENTIRE  EQUIPMENT 

iT  WILL  QUICKLY  MAKE  YOU  A  DAILY  BANK  DEPOSITOR! 


■  i;  .1     in;  '"  Mii'i'i  sttri  i    -; ■    "i 


219 


Sheet  2. 

Now,  dear  friend,  you  can  believe  me  or  not — but  nowhere  in  all  this  world  is  there  a 
thing  that  will  do  for  you  what  these  Twenty  Complete  Mail  Order  Plans  WILL!  And  RIGHT  NOW, 
for  a  thousand  reasons,  for  your  sake,  for  the  sake  of  those  you  love,  for  the  sake  of 
your  present  prospects,  for  the  sake  of  your  entire  future,  for  the  sake  of  your  health, 
happiness,  peace  of  mind,  pride,  principle  and  YOUR  WHOLE  LIFE'S  AMBITION,  you  should 
get  hold  of  them  at  the  earliest  possible  moment,  and  burn  into  your  BRAIN,  into  your 
VERY  BEING,  everything  they  contain! 

Uncle  Sam  will  help  ME  help  YOU  become  independent!  Through  the  new  Parcels  Post  the 
possibilities  of  the  Mail  Order  Business  you  are  now  entering  have  increased  A  HUNDRED 
THOUSAND  FOLD;  it's  just  as  if  the  United  States  Postoffice  had  invited  its  90,000,000 
customers  to  go  right  into  the  mail  order  business  and  reap  the  Golden  Harvests  thereof! 
If  YOU  are  among  the  first  in  the  field,  you  will  Garner  the  Greatest  Gain! 

MY  OFFER  TO  YOU  MAKES  IT  SO  EASY.  All  my  Successful  Experience  that  brought  me 
$650,000.00  in  eighteen  months,  all  these  Twenty,  Extensive,  Complete,  Detailed  Plans  of 
Quick,  Money-Making  Advertisements,  Powerful  Follow-up  Letters,  Convincing  Circular 
Matter,  Priceless  Formulas,  Valuable  Mailing  Information,  Sources  of  Supply,  Endless 
Rich  Ideas,  Profitable  Secrets  and  Instructions  in  the  Method  of  Mail  Order  Money- 
Making — all  of  this  I  am  perfectly  willing  to  send  to  you  on  receipt  of  $15,  trusting 
to  your  honor,  integrity  and  sense  of  deep  loyalty  and  gratitude,  when  your  new  mail 
order  business  is  flourishing  and  you  are  happy  and  grateful,  to  send  me  $85  more,  at  the 
rate  of  $10  a  month,  AFTER  YOU'VE  MADE  YOUR  FIRST  $500  IN  PROFITS. 

Now,  Think  THIS;  THINK  it  hard — Think  it  Harder  than  Anything  you  ever  thought  in  your 
life:   YOU  ARE  PREPARING  TO  INCREASE  YOUR  PRESENT  INCOME  TEN  TO  TWENTY  TIMES  WHAT  IT 
IS  THIS  VERY  MINUTE  BY  REMITTING  $15  TO  ME  BY  THE  NEXT  MAIL  THAT  LEAVES  YOUR  CITY! 
MAKE  THIS  MOVE  AT  ONCE,  and  in  a  very  little  while  the  Daily  Stream  of  Cash  Remittances 
will  flock  in  to  you  in  every  mail  from  cities,  towns  and  villages  everywhere,  YOUR 
PROFITS  PILING  UP  AND  ERINGING  YOU  AND  YOURS  all  those  new  and  wonderful,  wanted,  waited 
and  wished-for  Luxuries  of  Life,  that  Heavenly  Ease,  that  Priceless  Independence  that 
Enabled  You  to  Bid  Your  Pay-Check  Pals  Good-Bye  Forever! 

Your  Friend  and  Sincere  Well-Wisher, 


■  ...,,-  .■■..,-,  ■     ,.  ■■■  . : ±i - » ■  - ■  ,■■,■  »'ii!  i.(.'"  ■■■  ''■■!■  -■.!!■■■  ' 

220 


Dear  Mr. 


I  just  can't  understand  why  you  failed  to  answer  my  letter.  Somehow,  from  the  tone  of 
your  reply  to  my  ad,  you  seemed  to  be  in  deep,  dead  earnest  about  starting  right  out  in 
that  Mammoth,  Money-Yielding  Mail  Order  Field,  that  is  daily  pouring  in  its  Hundreds 
of  Thousands  of  Dollars  to  live,  resourceful  people  who  started  exactly  like  YOU  would 
start.  I  was  almost  positive,  from  your  letter,  that  you  had  grown  sick  and  tired  of 
SEEING  THE  OTHER  FELLOW  MAKE  MONEY!  Now,  listen!   I  don't  want  to  discourage  or  dis- 
content you  with  your  lot— far  from  that ;  I  WANT  TO  HELP  YOU  LIFT  YOURSELF  AND  YOUR  DEAR 
ONES  RIGHT  UP  INTO  THE  SUCCESS-SPHERE,  WITH  ALL  THE  NEW  COMFORTS,  THE  NEW  PLEASURES,  THE 
DEEPER  HAPPINESS,  THE  HIGHER  RESPECT,  CONFIDENCE  AND  ADMIRATION  OF  YOUR  FRIENDS  AND 
FELLOWS;  THAT  LONG-SOUGHT  END  OF  PITTANCE-PAY,  PENURY  AND  PINCHING,  AND,  INSTEAD,  PLENTY 
OF  EVERYTHING,  WITH  EVERY  HOPE  FULFILLED,  EVERY  AM3ITI0N  REALIZED!!  You,  YOU— who  per- 
haps until  now  have  RIDICULED  the  thought  that  YOU  could  some  day  Live  in  your  own  Fine 
Home,  ride  in  your  own  Automobile,  Dress  your  Wife  as  she  enviously  desires  to  dress, 
clothe  and  educate  your  Children  so  they  may  move  among  the  Best,  and  grow  up  amid 
Cultured  Surroundings,  Happy,  Healthy,  Well-informed,  perfectly  developed  mentally  and 
physically,  to  take  their  places  with  the  Elite  of  the  Social  and  Business  7/orld!  Now, 
the  fellow  who  always  keeps  telling  himself  that  these  things  are  far  beyond  him;  who 
scoffs,  sneers,  doubts,  discredits  and  disbelieves  Everybody  and  Everything  that  looms 
up  to  show  him  it  all  IS  possible,  WILL  NEVER  GET  ANYWHERE  OR  HAVE  ANYTHING  IN  THIS 
WORLD,  and  he's  NOT  the  man  for  the  mail  order  business,  or  ANY  OTHER  business,  for  that 
matter. 

But  I  know  it's  different  with  you;  you  are  now  thoroughly  awakened,  and  anxious  and 
ambitious  and  ready  and  willing  to  LISTEN  AND  LEARN.  So,  if  I  can  get  you  to  fully  realize 
and  believe  that,  EVEN  THOUGH  I'M  SELLING  YOU  SOMETHING,  I'M  GIVING  YOU  A  GREAT  DEAL 
MORE,  FOR  THE  $15  PAYMENT  I  ASK,  THAN  ANY  MAN  EVER  OFFERED  YOU  IN  YOUR  LIFE— if  I  can 
MAKE  YOU  SEE  that  I'm  ready  to  lay  in  your  lap  all  the  Dearly-Bought  Kernels  of  Swift 
Success  in  this  Wealth-Without-End,  Money-Multiplying  Mail  Order  Industry  that  made 
for  me  OVER  TWO  MILLION  DOLLARS,  the  Rich  Recipes  for  which  I've  just  spent  $5,000  to 
prepare  for  you — if  I  can  convince  you  NOW  AND  FINALLY  that  I'm  offering  you  a  FULL  SCORE 
of  fully-tried,  tested  and  triumphant  REMITTANCE-BRINGING  CAMPAIGNS  for  a  Large, 
Lucrative  Business  of  Your  Very  Own — THEN  YOU'LL  DELAY  NOT  ONE  SECOND  LONGER,  FILL  OUT 
THIS  MONEY-BACK  GUARANTEE  ORDER  BLANK,  TEAR  OFF  AND  KEEP  DUPLICATE,  SENDING  THE  ORIGINAL 
AND  $15  REMITTANCE  AT  ONCE,  BEFORE  WE  FOREVER  DISCONTINUE  THE  EASY-FOR-YOU  $15  OFFER, 
AND  ARE  COMPELLED  TO  ASK  THE  FULL  $100  CASH  DOWN! 

For  I  want  you  to  understand  thoroughly,  in  making  this  deal  with  me  today,  that,  COMBINED 
WITH  THIS  COMPLETE  $100  COURSE  OF  INSTRUCTION  YOU  GET,  ABSOLUTELY  FREE  FOR  ONE  YEAR, 
MY  SERVICES  (now  actually  valued  at  $1,000  a  day)  IN  PREPARING  FOR  YOU  ALL  ADDITIONAL 
PLANS,  ADVERTISEMENTS,  FOLLOW-UP  LETTERS,  PAMPHLETS,  FOLDERS,  BOOKLETS  AND  LITERATURE 
FOR  ANYTHING  AND  EVERYTHING  YOU  WANT  TO  MARKET  BY  MAIL;  that,  besides  this,  you  are 
entitled  at  all  times  to  the  full  benefit  of  my  personal  advice,  suggestions  and  ideas 
Ln  all  things  that  may  come  up  in  your  new  business,  including  my  advice  as  to  investing 
LI  your  surplus  funds  in  new  enterprises.  I  want  you  to  consult  with  me  freely;  I  invite 
rou  to;  you're  welcome  to  every  helpful  service  from  me  that  will  clear  the  way  for  you 

>r  add  to  your  profits.   In  fact,  my  friend,  I  want  you  to  consider  YOUR 

BUSINESS  PARTNER,  who  will  have,  from  now  on  and  forevermore,  A  DEEP  HEART -INTEREST 
Ln  your  new  ventures,  your  welfare  generally;  ever  ready,  anxious  and  willing  to  come 
to  your  assistance  in  the  hour  of  need,  to  help  you  think  and  figure  out  bigger  things 
lo   perpetuate  your  glorious  and  well-deserved  success,  so  you  can  tell  yourself  in  your 
3wn  mind,  in  addition  to  the  twenty  immensely  valuable,  complete  plans  and  details  for 
mail  order  money-making,  you  have  the  services  of  America's  Most  Successful  Mail  Order 
Merchandiser,  whose  own  mail  order  income  right  now  exceeds  $2,000  a  day!  Now,  tell  me, 
is  there  any  chance  on  earth  for  you  not  to  make  piles  upon  piles  of  money  out  of  the 
mammoth  opportunity  I  am  laying  at  your  door  upon  payment  of  a  mere  $15  and  your  promise 
to  send  me  the  $85  balance  out  of  your  first  $500  of  profits?  Think!  YOU  ARE  EVEN  FREE  AS  A 
BIRD  FROM  THIS  $85  OBLIGATION  unless  you  make  a  complete  and  gratifying  success,  AND,  IN 
ADDITION  TO  THAT  YOU  GET  BACK  THE  $15  YOU  ARE  SENDING  ME  NOW! 


221 


Sheet  2. 

I  ask  you  to  read  carefully,  thoroughly,  the  yellow  guarantee  order-blank  enclosed, 
and  let  my  big,  broad,  brotherly,  open-handed,  sincere  and  generous  offer  SINK  DEEP  into 
your  mind.  Tell  me  frankly,  did  any  man,  anywhere,  at  any  time,  EVER  make  you  as  logical, 
liberal  and  live-and-let-live  an  offer  to  start  you  upon  the  sure,  substantial,  swift, 
ROAD  TO  A  BIG,  BOUNTEOUS,  BULGING  EANK  BALANCE?  I'm  trusting  you---you  who  are 
a  stranger — I'm  taking  all  the  risk.  I  stand  a  chance  to  lose — you  are  taking  NO 
risk- --you  stand  NO  chance  to  lose,  BECAUSE  I  AM  GUARANTEEING  RIGHT  HERE  AND  NOW,  ON  THAT 
SELF-SAME  GUARANTEE  ORDER  BLANK,  TO  REFUND  EVERY  DOLLAR  OF  YOUR  MONEY  ON  YOUR 
MERE  SAY-SO!  So  no  matter  WHAT  kept  you  from  immediately  answering  my  FIRST  letter,  do 
not  delay  action  another  moment.   Remember,  my  friend,  the  well-worn,  wise  admonition 
of  Shakespeare — you  may  have  heard  it  a  thousand  times,  but  RIGHT  NOW,  within  this 
very  hour,  is  the  time  to  TAKE  IT  RIGHT  HOME  TO  YOURSELF:  "There  is  a  Time  and  Tide  in  the 
affairs  of  Men,  which  taken  at  its  Ebb  leads  on  to  Fortune."  Decide  now!  Decide 
to  do  and  dare,  and  dominate  instead  of  being  dominated.  Decide  you  can  and  WILL 
be  independent,  free,  and  that  within  a  few  brief  months  you  and  your  loved  ones  will  be 
decidedly  different  be:lngs  in  decidedly  different  circumstances!   Fill  out  this  order- 
blank  and  send  it  with  your  $15  remittance  TODAY. 

MARK  THIS!  All  these  Splendid,  Live,  Real-Money  Plans  I  am  offering  you  are  NOT 
like  the  CANNED  mail  order  courses  you've  seen  advertised,  the  warmed-over  and 
worn-out,  weak,  wishy-washy  Selling  Schemes,  Eunco  Games,  Agents'  Outfits  or 
Catalogue  Concoctions-  --you  may  have  wasted  your  good,  honest  money  on  them  all 
in  vain.   EVERYTHING  I  AM  OFFERING  YOU  IS  NEW  AND  STRAIGHT,  SUBSTANTIAL,  CLEAN 
AND  LEGITIMATE- --practical,  profitable  and  POSITIVE  IN  ITS  CASH-PRODUCING 
POWERS!   A  810  BILL  WILL  START  YOU  RIGHT  IN  TO  MAKING  MONEY  ON  ANY  ONE  OF  THESE 
GUARANTEED  PLANS- --CURRENCY,  CHECKS,  BANK  DRAFTS,  POSTAL  MONEY  ORDERS  AND 
EXPRESS  MONEY  ORDERS  WILL  AT  ONCE  FLOW  IN  ON  YOU---  then  HALF  of  your  profits 
put  back  into  increasing  your  business  each  week,  will  make  it  BULGE  AND  GROW 
INTO  STUPENDOUS  PROPORTIONS  IN  A  SURPRISINGLY  SHORT  SPACE  OF  TIME! 

CONSIDER! !  Beside  the  Vast,  Dollar-Strewn  Field  of  Opportunities  opened  up  by 
the  New  Parcels  Post,  Klondike  Riches  pale  into  insignificance — YOU  would  share 
in  this  Great  Niagara  of  Wealth  that  streams  into  the  Coffers  of  those  who, 
WHILE  OTHERS  HESITATED,  WERE  FIRST  TO  SEE  AND  QUICKEST  TO  ACT;  DON'T  YOU  BE 
THE  MAN  WHO  WAS  BLIND,  WHO  HESITATED! ! 

I  have  certainly  urged  you,  and  I  have  shown  you  an  Easy,  Strictly  Honest  and 
legitimate  Way  to  Wealth!  I  have  talked  to  you  plainly  and  frankly,  not  misrepresenting 
a  single  thing  by  a  single  word.  The  Lifetime  Opportunity  is  Yours.  Here  and  Now!  It's 
up  to  you I'm  through  talking;  I'm  waiting  for  your  answer. 

four  sincere  Friend  and  Future  Business  Partner, 


222  I 


AM  I  YOUR  FRIEND  OR  AM  I  SIMPLY  A  MERCENARY,  MONEY-MAD  MONSTER  WHO  SEEKS  TO  WRING  FROM 

YOU  YOUR  HARD-EARNED  DOLLARS?  THIS  LETTER  IS  THE  FINAL  AND  THE  FULL 

PROOF— READ,  READ,  READ  IT!! 


Dear  Mr. 


I've  been  waiting,  watching,  wondering!  Day  after  day  I've  expected  to  hear  from  you. 
I  was  almost  SURE  your  answer  would  come.  But  it  hasn't.  And  now,  my  friend,  I'll  be 
very  frank  with  you:   I'm  very  much  disappointed,  and  I'm  even  a  bit  surprised. 

SO  I'M  GOING  TO  TURN  AROUND  AND  SURPRISE  YOU!  BUT  WE'LL  SPEAK  OF  THAT  FURTHER  ON  IN 
THIS  LETTER.   JUST  WAIT  AND  SEE! 

I  somehow  pictured  you  as  just  the  sort  of  a  fellow  who,  once  he  had  gotten  the  manly 
IDEA  OF  INDEPENDENCE,  would  plow  right  in,  with  head  down  and  energies  all  aquiver, 
hell-bent  for  blessed  liberty,  grimly  resolved  that  nothing  could  stop  him  in  his  down- 
right determination  to  shake  off  the  sickening  Yoke  of  the  slavery  stipend,  of  the 
Tremble-with-fear-at-your-frown  Tyranny  of  the  Bond-Clipping  Boss!  Yes,  yes,  my  dear 
fellow,  that's  how  I  had  you  figured  out — exactly! 

I  even  thought  that  by  NOW  you'd  SURELY  be  the  Busiest  Man  you  had  ever  been  in  your  life, 
with  stacks  and  stacks  of  monied  mail  steadily  streaming  in  and  piling  up  on  your  desk  at 
home,  with  your  wife,  and  perhaps  one  or  two  of  your  family,  busy  helping  you;  every- 
body happily  flurried  and  flushed  with  joyous  new  excitement  of  seeing  that  rain  of 
remittances  roll  in;  everybody  gladly  helping,  bustling,  feverishly  eager  in  the  new 
home-begun  Mail  Order  Business,  anxious  to  get  things  moving  faster  and  faster;  and 
you  making  your  joyous  and  regular  trips  to  the  bank  every  day,  carrying  in  your  inside 
pocket  a  bank  book  bulging  with  the  day's  receipts;  not  yet  certain  it  wasn't  all  a  dream. 

AH!  MY  FRIEND,  I  CAN'T  FOR  THE  LIFE  OF  ME  UNDERSTAND  JUST  WHAT  IS  HOLDING  YOU  BACK! 
(Honestly,  you're  a  puzzle  to  me!) 

Now,  wait  a  minute — maybe  I  CAN!  Maybe  it's  the  lack  of  IMMEDIATE  CASH  to  buy  this 
great  mail  order  course;  maybe  you're  a  bit  shy  just  now;  maybe  your  head  and  heart  are 
willing,  but  your  purse  ISN'T.  Is  that  true?  Come — out  with  it  like  a  man;  are  you 
short  of  money?  If  you  are,  if  you  REALLY  are,  and  you  cannot  raise  even  the  reasonable 
price  I've  asked  you  for  this  great  big  wonderful  new  start-off  in  life,  then  I'm  going 
to  prove  to  you,  my  boy,  that  I  am  REALLY  your  friend,  even  though  you  and  I  have  never 
met,  and  you  only  answered  an  ad  of  mine,  and  I  don't  know  you  from  ADAM;  and  even 
though,  in  not  answering  my  last  letter,  you've  been  playing  the  part  of  Mr.  Skeptical — 
so  I'm  going  to  return  good  for  evil,  and  prove,  right  here  before  your  very  eyes,  that 
part  of  the  $2,000,000  I  made  in  the  mail  order  business  came  to  me  through  broad-gauged, 
generous  treatment  of  every  human  being  I  came  in  contact  with — that  I  did  not  become 
own  as  the  "World's  Mail  Order  Merchant  Prince"  through  hard-fisted,  skin-flint, 
oul -squeezing  methods! 

am  going  to  throw  down  the  bars  to  you  with  a  vengeance,  my  friend,  taking  you  warmly 
nto  my  confidence,  smashing  all  business  rules  to  smitherines,  and  offering  you  as 
sincere,  heart-to-heart  and  brotherly  an  opportunity  as  one  man  ever  offered  another — an 
opportunity  which  you  will  agree  is  a  thousand  times  removed  from  the  cold,  calculating, 
grab-it-all,  beat-the-other  fellow  disposition  that  dominates  the  now-a-day  world! 

tence,  I  warn  you,  my  friend,  whether  you'll  believe  it  or  not,  that  after  you  read 
this  unbelievably  generous  proposition  I'm  about  to  make,  if  you  THEN  hold  back  any 
Longer  through  over-caution,  or  lack  of  faith  in  yourself,  or  in  me,  or  through  the 
idvice  of  some  well-meaning  but  misunderstanding  friend,  THEN  you  will  have  carelessly, 
thoughtlessly  TURNED  YOUR  BACK  ON  THE  ONE  REAL,  SUPREME  CHANCE  OF  YOUR  WHOLE  EXISTENCE! 

30!  I've  made  up  my  mind  that  if  you  have  within  you  one  small,  smouldering  spark  of  a 
self-made  GO-GETTER,  an  un-bossed  freedman — that  glorious  spark  of  dashing,  defiant 
oanhood  which  burns  in  the  breast  of  every  real,  flesh-and-blood  fellow — I'M  GOING  TO 
sR0CEED  TO  JAR  IT  LOOSE  AND  WAKEN  IT  FOR  ALL  TIME! 


223 


Sheet  2. 

HERE  GOES!  This  is  what  I've  decided  to  do  for  you:  Now,  if  you  can  make  up  your  mind 
within  the  next  forty-eight  hours  that  you  really  want  to  be  independent  for  life  and  go 
into  the  mail  order  business  in  deep,  determined,  dead  earnest,  and  accept  my  offer  of  a 
Complete  Course  of  Twenty  Money-Getting  Plans  for  Swift  and  Sure  Mail  Order  Success, 
with  all  these  wonderful  and  expensive  plans  entail,  including  absolutely  free  A  Full 
Year's  Advice,  Ideas,  Suggestions  and  General  Business  and  Advertising  Assistance  from 
me  personally,  I  will  be  willing  to  accept  your  remittance  right  now  of  FIVE  DOLLARS  for 
it  all,  and  send  you  the  Combined  Mail  Order  Course  and  all  the  wonderful  benefits 
that  go  with  it — strictly  under  the  following  conditions,  however,  and  not  otherwise: 

CONDITION  1:   THAT  YOU  AGREE  NOT  TO  RE-SELL  THIS  COURSE  TO  ANYONE  ELSE,  AS  SOME  OF 
MY  OTHER  SUCCESSFUL  PUPILS  HAVE  DONE,  GETTING  FOUR  OF  FIVE  TIMES  WHAT  THEY  PAID  FOR  IT. 
(OF  COURSE,  I  CANNOT  BIND  YOU  BY  LAW  NOT  TO  DO  THIS — IT  IS  SIMPLY  A  QUESTION  OF  GIVING 
ME  YOUR  PROMISE.) 

CONDITION  2:   THAT  YOU  AGREE  NEVER  TO  DISCLOSE  TO  A  THIRD  PERSON  THE  CONTENTS  OF  ANY 
PORTION  OF  THIS  ENTIRE  COURSE  OF  TWENTY  PLANS. 

CONDITION  3:   THAT  YOU  WILL  FURNISH  ME,  WITHIN  NINETY  DAYS  FROM  THE  DAY  YOU  HAVE 
SUCCESSFULLY  LAUNCHED  YOUR  NEW  BUSINESS,  THE  NAMES  OF  TWELVE  (12)  GOOD,  LIVE,  HONEST, 
ENERGETIC  MEN  OR  WOMEN  WHOM  YOU  CONSCIENTIOUSLY  BELIEVE  WOULD  MAKE  SUCCESSES  IN  THAT 
FIELD,  AFTER  YOU  ARE  WELL  ORGANIZED  AND  MAKING  PLENTY  OF  MONEY  AND  SEE  HOW  VERY  EASY 
IT  IS  TO  HAVE  A  LIFE-TIME  REVENUE -PRODUCER  OF  YOUR  VERY  OWN.   IT  IS  DISTINCTLY  UNDER- 
STOOD THAT  YOU  WILL  PERFORM  THIS  SERVICE  INSTEAD  OF  PAYING  ME  THE  $95  BALANCE  DUE  FOR 
THIS  COURSE. 

CONDITION  4:  THAT  YOU  DO  NOT,  UNDER  ANY  CIRCUMSTANCES,  REVEAL  TO  ANYONE  THE  CONFIDENTIAL 
ARRANGEMENT  BETWEEN  YOU  AND  I  WHEREBY  YOU  GET  THIS  ENTIRE  MAIL  ORDER  EDUCATION  AND 
FULL  YEAR'S  ASSISTANCE  AND  INSTRUCTION,  VALUED  AT  $100,  FOR  THE  UNBELIEVABLE  PRICE  OF  $5. 

Now  get  the  speed  in  you,  if  we're  going  to  do  business  at  all,  and  if  you  want  me  to  help 
fou  join  the  Money-Making  Minority  within  a  few  brief  weeks!  I  cannot  urge  you  further, 
friend,  and,  of  course,  I  could  not  possibly  make  you  a  more  liberal  offer,  unless  I 
WE  this  mail  order  course  outright. 

WILL  EXPECT  YOUR  ANSWER  OF  ACCEPTANCE,  WITH  $5  REMITTANCE,  WITHIN  SEVEN  DAYS  FROM  THE 
DATE  OF  THIS  LETTER,  OR,  OF  COURSE,  I'LL  CONCLUDE  THAT  YOU'RE  LETTING  A  MERE  FIVE-DOLLAR 
DOUBT  STAND  BETWEEN  YOU  AND  A  GLORIOUS  NEW  LIFE  OF  LIBERTY  AND  LUXURY,  AND  I'LL  DISTURB 
fOU  NO  MORE. 

>u're  the  one  to  choose.  Yes  or  No.  I've  made  it  AWFULLY  EASY  for  you.  I'm  waitings 

four  sincere  friend, 


t  *"mmM.t(iiit,i«nUimBWmil 


224 


EXTRA  !  !   MAMMOTH  NEW  GUSHER  IN FIELD  INDICATES 

GIGANTIC  PROSPECTS  FOR  ALL  INVESTORS  IN  THE  

"MILLIONAIRE  LEASE!  !" 

My  dear  Sir: 

You  haven't  anb/rered  my  letter.   Maybe  it  was  mis-directed. 
Or  perhaps  you'-  /e  delayed  action  for  some  other  reason — but 
whatever  the  cause  of  your  failure  to  reply,  I  hope  you'll  imme- 
diately decide  that  the  time  to  buy,  if  ever,  is 

RIGHT  NOW! 

I'm  happy  to  report  to  you  to-day  that  our  Drillers  are  now  down 

nearly feet  on  Well  No.  ! 

All  authorities  and  indications  prove  that  this  Well  will  be  a 
MONUMENTAL  PROFIT  PRODUCER  for  every  man  who  holds  stock  in  the 
company! 

Read  enclosed  bulletin  sheet  regarding  New  Barrel  Gusher 

in  Field,  breaking  all  oil  records,  as  verified  by 

article  from of  

It's  just  an  indication  to  you  of  what  may  happen  WHEN  OUR  OWN 
DRILLERS  HAVE  GONE  DOWN  A  LITTLE  FURTHER! 

I  AM  VERY  SURE  YOU  WOULD  THEN  REPROACH  YOURSELF  VERY  BITTERLY 

FOR  NOT  HAVING  BOUGHT  OIL  STOCK  WHEN  THE  EASY 

OPPORTUNITY  HELD  OUT  ITS  ARMS  TO  YOU  AT  A  SHARE  ! 

I  am  also  glad  to  be  able  to  tell  you  that  the  stock  at  this  writ- 
ing is  no  higher  than  Cents.   In  the  same  breath  let  me 

warn  you  that  THE  ADVANCE  IN  PRICE  WE  HAVE  EXPECTED  MAY  COME 
BY  TELEGRAPH  AT  ANY  HOUR ! 

I  don't  say  this  to  hurry  you. 

I'm  absolutely  sincere  in  wanting  every  buyer  of  stock 

to  get  in  at  the  low  figure  IN  ORDER  THAT  HE  MAY  REAP  THE  BIGGEST 

KIND  OF  CASH  DIVIDENDS!  It  is  certainly  to  my  future  advantage 

to  have  every  single  Investor  realize  Gigantic  Returns  on  his 

money. 

It  has  ALWAYS  been  my  firmly-fixed  policy  to  handle  none  but 

Investments  of  the  Highest  Character,  in  the  Most  Reputable, 

Substantial  and  Lucrative  Enterprises. 

?he  Canadian  and  California  Business  men  in  the  Oil 

iompany  are  well  known  everywhere  for  their  Sound,  Successful 
business  Foresight,  High  Intelligence  and  Integrity,  and 
therefore  YOU,  as  a  stockholder,  will  be  all  the  more  Secure  and 
Satisfied  in  Mind,  after  your  stock  has  greatly  advanced  in 
>rice,  the  company's  wells  are  producing,  your  Dividends  are 
coming  in  regularly,  your  interests  with  the  company  will  have 
>roadened,  and  we  will  be  supplying  the  oil  companies  with 
thousands  of  barrels  from  our  busy  gushers  ! 


225 


Sheet  2. 

THINK  !  THINK  !  ! 

YOU  CAN  PERHAPS  INCREASE  YOUR  PRESENT  INCOME  TEN  TO  TWENTY 
TIMES  WHAT  IT  IS  TO-DAY,  BY  FILLING  OUT  THE  ENCLOSED  STOCK  SUB- 
SCRIPTION BLANK  AND  SENDING  IT  TO  ME  BY  FIRST  MAIL  WITH  YOUR 

REMITTANCE  ! 

All  the  busy  Oil  Companies  in  this  Region  are  making  STUPENDOUS 
PROFITS  ! 

Our  rich  neighbors,  like  the  Standard  Oil  and  Amalgamated,  ad- 
joining the  "Millionaire  Lease,"  keep  boring  and 

boring  wells  and  BANKING  THE  PROFITS! 

Soon  THIS  company,  YOUR  company  I  hope  it  will  be,  SHALL  BE 

DOING  THE  SAME  THING  !  ! 

As  stated — at  any  hour,  any  day,  I  may  receive  telegraphic  in- 
structions to  "IMMEDIATELY  ADVANCE  THE  PRICE  OF  

STOCK"  to  60,  75,  90  or  $1  a  Share. 

I  therefore  again  reserve  the  right  to  return  your  Subscription 

and  Remittance,  as  outlined  in  footnote  notice. 

BUY  AT  ONCE,  while  you  can  get  a  big  block  of  stock  for  compara- 
tively little  money  I 
BUY  AT  ONCE,  and  immediately  become  an  owner  in  the  Rich  40- 

acre ,"  in  the  Proven  Territory  of 

Field  ! 

BUY  AT  ONCE,  and  very  soon  the  Golden  Dividends  will  Gush  Forth 

and  Give  You  All  the  Luxuries  of  Life,  Ease,  Independence  and 

Power  I 

BUY  AT  ONCE,  and  share  in  the  Great  Good  News  and  Jubilation 

when  Well  No. BLOWS  ITS  HEAD  OFF  AND  SPOUTS  OUT 

OIL  BY  THE  TRAIN-LOAD  ! 

And  now  it's  up  to  YOU  I 

I've  said  my  say. 

"There's  a  Time  and  Tide  in  the  affairs  of  Men,  which,  taken  at 

its  Ebb,  leads  on  to  Fortune!" 

GET  THAT  SUBSCRIPTION  AND  REMITTANCE  TO  ME  BY  RETURN  MAIL — AND 

IN  LESS  THAN  THIRTY  DAYS  YOU'LL  ONLY  BE  SORRY  YOU  DIDN'T  BUY 

I  EN  TIMES  THE  AMOUNT  YOU  DID! 


'ours  very  truly, 


NOTICE:  hereby  reserves  the  right  to  return  any 

Subscription  and  Remittance,  should  the  price  of  Oil 

stock  have  advanced  above  quotation  herein,  before  the  receipt 
of  such  subscription. 


226  ! 


Dear  Friend: 

Sitting  here  at  my  desk  these  days,  WOW! I'm  sorta  all  in  a  fever  of  excitement!  It's 

the  excitement  of  EXPECTANCY!  A  healthy,  buoyant  restlessness  that  stirs  a  fellow's 
blood!  Waiting  for  word,  you  know,  from  the  busy  drillers  down  on  our  big  oil  lease  in 
Oklahoma! 

ANY  MINUTE,  any  hour,  that  wire  may  come  showing  the  boys  have  hit  the  oil  sands  and  hit 
'em  RIGHT  AND  DEEP! 

THAT'S  the  news  I  expect that's  the  news  I'm  waiting  for the  news  that's  keeping  me 

on  the  tiptoe  of  anticipation!  It  makes  a  fellow  smoke  so  doggone  many  of  those  strong, 
black  cigars  he  becomes  a  regular  stovepipe.  It  makes  him  fidgety  and  jerky  and  pleas- 
antly nervous YOU  KNOW,  a  kind  of  joyful  fever  that  thrills  a  fellow  way  down  to  his 

boots. 

0,  it's  great  to  be  EXPECTING  SOMETHING  BIG  TO  HAPPEN!  Something  that  means  the 
turning-point  in  a  fellow's  fortunes.  The  magic,  lightning  change  that  transforms  him 
from  a  mere  nickel-grubber,  eternally  worried  about  paying  his  bills,  to  a  fellow  who  has 
EVERYTHING  HE  WANTS  FOR  HIMSELF  AND  LOVED  ONES,  with  a  great,  big,  fat,  bulging  bank 
balance,  a  fine  home,  a  big  buzz-wagon  and  all  the  luxuries  of  life! 

I'm  thinking  of  YOU,  friend,  when  I  think  of  these  things.  Folks  can  tell  you  that 
personally  I've  ALREADY  cashed  in  considerably  from  the  Oklahoma  Oil  Fields,  and  others 
who  were  with  me  have,  too. 

THIS  TREASURY  STOCK  OF  THE ,  AT  10  CENTS  A  SHARE,  TO  MY  WAY 

OF  THINKING,  AT  THIS  MOMENT  SEEMS  TO  REPRESENT  DAME  FORTUNE  TOUCHING  YOU  ON  THE 
SHOULDER  WITH  A  WAND  OF  PURE  GOLD!   THIS  IS  NOT  FANCY.   IT'S  FACT.  BACKED 
BY  FACTS.  WARM,  LIVE,  REAL,  THROBBING  FACTS  ABOUT  OUR  PROPERTY,  ITS  PROSPECTS, 
AND  ENDLESS  INSTANCES  OF  MEN  WHO  MADE  MONEY  DOWN  IN  OKLAHOMA  WITHIN  THE  LAST 
FEW  YEARS! 

Tour  peculiar  hesitancy  to  buy  this  stock  may  cause  you  ACTUAL  GRIEF  at  any  hour.  Maybe 
rou've  ALWAYS  hesitated  when  a  great  opportunity  stood  at  your  elbow  and  almost  BARKED 
it  you!  Maybe  that's  why  you've  never  accumulated  enough  money  to  make  you  happy. 

We  believe  we  have  the  chance  for  you  today.  With  a  vast  oil  lease  right  in  the  heart 

)f  a  field  with  actual  producing  wells,  150  of  them  around  us with  our  own  big  equip- 

nent  in  action,  with  the  drill  going,  going  ceaselessly  night  and  day we  feel  it's  a 

time  for  you  to  brush  aside  every  vestige  of  doubt  and  remit  to  the BANK 

OF ,  for  as  much  of  this  stock  at  10  cents  per  share  as  you  can  possibly  buy 

right  now. 

THE  BANK  KEEPS  YOUR  MONEY  FOR  YOU  UNTIL  I  HAVE  SOLD  25  CARLOADS  OF  OIL AND 

YOU  KNOW  THAT  MY  $10,000  BOND  ABSOLUTELY  PROTECTS  YOU.  YOU  HAVE  NO  CAUSE 
WHATEVER  TO  HESITATE  ANY  LONGER.   NO  MATTER  HOW  BIG  YOUR  PURCHASE  OF  THIS 
STOCK:  YOUR  MONEY  IS  JUST  AS  SAFE!  YOUR  INTERESTS  JUST  AS  SECURE!  AND  YOUR 
CHANCES  JUST  THAT  MUCH  GREATER  FOR  COLOSSAL  GAINS  ON  YOUR  INVESTMENT ! 

Beside  all  these  things:  Our  Unquestionable  Banking  and  Commercial  References  are  so 
strong  that  the  most  cautious  man  alive  would  find  no  further  cause  for  Doubt  or  Delay! 

I  want  to  see  YOU  get  in  on  this  thing,  my  friend.  I  talked  just  this  way  to  the  men  and 

women  who  went  in  with  me  on  the  great OIL  deal  not  many  months  ago  and  who 

are  now  deeply  grateful  they  did.  We  have  the  proven  stuff  right  here  in  this  great 

big,  wonderful  lease the  oil  sands  are  there,  the  test  wells  have  proven  it  ABSOLUTELY, 

and  neither  you  nor  I  nor  any  other  man  has  a  grain  of  business  sense  not  to  buy  every 
dollar's  worth  of  Treasury  Stock  at  10  cents  he  can  possibly  get  hold  of. 


nmm.ni:  m n  ..i„,„m,„..n.,i„..n„n..»^-«»m»«.»».-^~..mM.M— —- —,.—,— t— imimnirmiTmnmmimiiittimiiiiiiimiiniMiiiwiiiii —niimniiiimiMmiiimwiii'flmiiTmiimiiitiinmiiiwimiiiii 1111111111111111mi111m114.11u114ju1111u1uui11.1r 

227  J 

Sheet  2. 

1 
REMEMBER    THIS: 

THE  MINUTE  WE  PRODUCE  THESE  25  CARLOADS  OF  OIL,  THE  PRICE  OF  THIS  STOCK 
SHOOTS  WAY  UP  OUT  OF  THE  REACH  OF  THE  FELLOWS  TO  WHOM  BIG  OIL  PROFITS 
WOULD  PROVE  A  POSITIVE  BLESSING! 

That  is  the  warning  I  want  to  DRIVE  DEEP  INTO  YOUR  MIND. 

I  don't  want  you  to  look  back  and  reproach  yourself  about  this  thing,  and  say  I  didn't 
tell  you. 

You  had  better  make  up  your  remittance,  fill  in  the  enclosed  blank  and  GET  IT  RIGHT  OFF 

TO  THE  BANK,  before  I  get  a  wire  that  says:   " ,  WE'VE  STRUCK  A  GUSHER!  SELL  NO 

MORE  STOCK  AT  A  DIME!" 

Remember,  he  who  hesitates  now-a-days  never  even  gets  a  FLASH  at  Fortune. 

The  men  who  made  millions  in  Oklahoma  are  the  men  who  DARED.  Who  went  ahead  unafraid, 
who  plunged  in  on  their  own  judgment and  didn't  WAIT! 

I'm  expecting  your  answer  by  wire  to  hold  your  shares  with  remittance  by  registered 
mail.  I  hope  sincerely,  for  your  own  good,  you  will  get  in  with  us  before  the  hour 
strikes  when  you'll  bitterly  say  to  yourself: 

"GREAT  GUNS!  WHAT  A  FOOL  I  WAS  TO  HOLD  BACK  THOSE  FEW 
MEASLY  DOLLARS !  THINK!  THINK  WHAT  THEY'D  HAVE  BROUGHT  ME!  " 

Sincerely  your  friend, 


NOTICE: 

Mr.  hereby  reserves  the  right  to  request  the  Bank  of  to 

return  any  remittance  for  stock  at  10  cents  per  share,  should  said  price 

advance  before  the  receipt  of  such  subscription  by  said  bank. 


*WW»mitnHiHHJHHi!H||||tHH!ll 


mnnimumuiimmitmmMiitui  rmui  wnuHMHrnmiiiuwoi!  iuhhwiui  n 


:■:..!!        .  ,  i  ■.  -i         ...  .1  :'.'     ,.•'■.'..    ■  ■'■■  'i.  ■    'i    ■■  ..  . 


228  f 


Dear  Mr. 


I  am  rushing  this  letter  to  you.   Really  I  feel  as  though  I  ought 
to  have  WIRED.   There  is  no  time  to  be  lost  NOW.   I  can't  imag- 
ine WHY  you  haven't  answered  me.   (Possibly  you  may  have  been 
away  or  something.)  But  I  do  know  there  IS  need  for  immediate 
haste  at  this  writing.   Here  is  my  FINAL  WARNING.   If  at  this 
late  hour  you  want  to  secure  Treasury  Stock  of  the  


Corporation,  at  10  cents  a  share  I   THERE  IS  EVERY  EX- 


PECTANCY OF  A  RAISE  IN  PRICE  ALMOST  ANY  HOUR! 


While  you  are  waiting,  many  are  BUYING!   Whatever  YOUR  doubts 
may  be,  OTHER  PEOPLE  don't  share  them!   The 


Bank  of  Denver,  which  receives  these  remittances  for  stock,  has 
notified  us  that  their  mail  increases  in  volume  with  every  round 
of  the  postman — handful  upon  handful  of  letters  from  thrifty, 
far-seeing,  wide-awake  people  everywhere,  who  realize  that  on 
our  big  proven  oil  property  in  Oklahoma  there  ought  to  be  profits 
for  EVERYBODY,  because  we  can  really  drill  as  many  as  60  wells 
on  this  169  acres  ! 

id  they  are  rushing  their  money  right  into  the 


Bank  of  Denver,  because  they  realize  ANOTHER  THING:  THE  MINUTE 
m   PRODUCE  THE  FIRST  25  CARS  OF  OIL  FROM  THIS  LEASE — BING  !  UP, 
UP,  UP  GOES  THE  VALUE  OF  THEIR  TREASURY  STOCK,  HIGHER  AND 
HIGHER,  DAY  BY  DAY!   THE  STOCK  THEY  PAID  A  MERE  10  CENTS  A 
SHARE  FOR,  AT  JUST  THE  RIGHT  TIME,  AS  YOU  SHOULD  TODAY! 

mother  thing  that  makes  them  buy  this  Treasury  Stock  without 
hesitation  or  the  least  misgiving  for  the  safety  of  their 
money,  or  the  outcome  of  this  investment:   They  know  full  well 
that  right  there  in  the  State  Mercantile  Eank  is  that  $10,000 
Bond  that  absolutely  protects  every  dollar  of  every  investor 
who  sends  his  or  her  money  there. 

Do  you  realize,  also,  that,  IN  ADDITION,  you  are  getting  an 
actual  interest  in  this  $90,000  lease  with  the  $38,000  of 
improvements  on  this  proven  oil  land?  Do  you  realize,  fur- 
thermore, than  140  oil  wells  surround  our  property?   That 
everything  in  the  vicinity  seems  to  be  literally  soaked  and 
swimming  in  oil?   That  the  test  wells  on  our  own  lease  show 
not  only  ONE  oil  sand,  but  THREE  of  them,  and  we  know  the 
actual  depth? 

And  all  this  security,  and  all  this  positive  proof,  and  all 
this  valuable  lease  and  the  improvements  thereon,  including 
the  well  now  drilling  and  all  the  wells  we  ever  drill,  ALL  go 
into  this  proposition,  and  you  become  part  owner  in  them,  at 
the  low  price  of  10  cents  a  share  for  the  Treasury  Stock. 

I  am  one  of  the  plain  people  and  I  get  along  best  in  dealing 
with  them.   They  are  my  kind.   You  will  remember  Abraham 
Lincoln  said:   MG0D  MUST  HAVE  LOVED  THE  PLAIN  PEOPLE.   HE 
MADE  SO  MANY  OF  THEM." 


"'  iiiiiiiriuiiiimimii 


229 


Sheet  2 

It  isn't  the  rich  man  I  want  to  make  rich.   He's  got  enough. 
It's  the  fellow  who  works  hard  for  every  dollar  he  earns.   The 
man  or  woman  who  has  hoped  and  waited  and  wished  for  an  oppor- 
tunity like  this  !  Who  has  dreamed  of  better  things  and 
brighter  days  and  bigger  happiness  for  self  and  loved  ones. 

THINK!   THINK!  You  may  perhaps  increase  your  present  income 
TEN  TO  TWENTY  TIMES  what  it  is  today  by  filling  out  enclosed 
blank  and  sending  your  money  to  the  Bank  by  the  very  next 
mail!   But  the  BIG  thing  is  not  to  DILLY-DALLY,  not  to  DOZE, 
not  to  WAIT!  You  should  DO  THE  THING  this  minute!   As  stated 

at  any  hour,  any  day,  I  may  receive  telegraphic  news  that 

will  swiftly  advance  this  10  cent  price  to  250,  500,  or  stop 
the  sale  of  stock  entirely. 

BUY  AT  ONCE,  while  you  can  get  a  big  block  of  Treasury  Stock 
for  comparatively  little  money! 

BUY  AT  ONCE,  and  immediately  become  part  owner  in  the  big 

lease,  its  improvements,  the  well  now  drilling, 
and  the  big  profits  we  all  so  confidently  look 
forward  to  ! 

BUY  AT  ONCE,  and  share  with  me  in  the  great  good  news  when  the 
well  now  drilling  blows  its  head  off  with  a  rip 
and  a  roar  and  spouts  out  the  Golden  Grease  all 
over  its  surroundings ! 

And  now  it's  up  to  you!   YOU  ENTIRELY!   I've  had  my  say.   This 
is  final.   Remember,  "There's  a  time  and  tide  in  the  affairs 
of  men,  which,  taken  at  its  ebb,  leads  on  to  fortune!" 


!ET  OFF  THAT  SUBSCRIPTION  BLANK  AND  REMITTANCE  TO  THE.- 


j  ° 

BANK  OF  BY  THE  NEXT  MAIL AND  PERHAPS  IN  LESS  THAN 

ONE  SHORT  WEEK  YOU  WILL  ONLY  BE  SORRY  YOU  DID'T  BUY  TEN  TIMES 
THE  AMOUNT  YOU  DID  TODAY! 


Yours  for  Immediate  Action, 


NOTICE:  hereby  reserves  the  right  to  request  the 

Bank,  of  ,  to  return  any  remittance  for 

— stock  at  10  cents  per  share,  should  said  price 

advance  before  the  receipt  of  such  subscription  by  said  bank. 


230 


My  dear  friend: 

I  am  sincerely  glad  to  get  personally  acquainted  with  you  through  your  reply  to  my 
advertisement.   I  am  positive  it  is  going  to  prove  an  acquaintance,  a  friendship,  that 
will  result  in  a  world  of  boundless  happiness  for  you,  of  deep,  sincere,  unforgetting 
gratitude  on  your  part  for  the  great,  glorious,  precious  new  liberty  that  will  be  yours 
after  you  have  been  forever  released  from  the  cruel,  cruel  prison  of  fat  that  has  so  long 
held  captive.  When  you  will  arise  in  the  morning  and  greet  each  beautiful  new  born  day 
with  a  glad  song  upon  your  lips  instead  of  a  sigh;  when  you  will  glow  from  head  to  foot  with 
a  thrilling  exultation  of  becoming  more  beautifully  slender  day  by  day,  actually  seeing 
with  your  own  eyes  the  superfluous  flesh  melt  away,  and  instead  of  the  flabby,  fat,  un- 
gainly lines,  the  new  and  bewildering  grace  of  youth  will  steal  as  if  by  magic  over  your 
entire  form;  the  miracle  of  being  made  all  over  again  will  actually  transpire  for  you — 
a  slender  waist-line,  smaller  and  more  classic  hip  lines,  a  girlish  throat,  clean-cut, 
smooth  and  fair;  a  firmer  bust  of  beautiful  and  more  modest  roundness;  thighs  and  lower  limbs 
superbly  re-molded,  so  that  the  tight  gowns  of  the  day  will  enchantingly  express  the 
sylph-like  grace  of  your  new  proportions!  And  your  arms!  Their  new,  slender,  soft,  velvety 
youthfulness  will  add  to  your  already  brimming  cup  of  perfect  happiness! 

Listen,  dear  friend:   I  am  so  wildly  enthusiastic  over  my  new  world-thrilling  dis- 
covery of  a  perfect  and  positive  fat  reducer,  that  I  am  madly  impatient  for  every  fat 
human  being  in  the  universe  to  get  the  wonderful  benefits  of  it  right  away,  right 
away!  My  own  case  is  so  bewildering  I  can  scarcely  believe  it  yet,  and  sometimes  have 

the  horrible  thought  that  "I'll  awake  and  find  it  all  a  dream."  I, , 

once  a  too-hopelessly  fat  girl,  a  dreamer,  doomed  to  be  a  despairing,  disappointed 
nonentity  it  seemed,  because  of  my  awful  over-burden  of  flesh,  now  new  and  young  and 

beautifully  girlish  again,  and  the  Star  of  " ,"  one  of  the  country's 

greatest  and  most  successful  musical  productions,  owned  by  the  great  and  rich  and 

powerful  theatrical  trust!  I,  ,  have  actually,  truthfully,  fallen  off 

seventy  pounds,  through  the  most  harmless  method  in  the  world,  through  an  astonishingly 
new,  delightful,  heretofore  unheard  of,  undreamed  of,  method  that  is  sure  to  electrify 
all  civilization! 

I, ,  who  in  the  wildest  flights  of  all  my  histrionic  dreams,  never  dared 

hope  of  being  some  day  chosen,  for  the  superior  grace  and  loveliness  of  my  figure,  as 
leading  lady  of  one  of  the  foremost  American  musical  comedies,  to  vie  with  and  outrival, 
in  physical  charm  and  attractiveness,  every  other  woman  in  that  mammoth  theatrical 
production! 

Yet  it  has  come  to  pass,  and  I  am  a  brand  new  woman,  well  and  happy,  with  reverent 
gratitude  and  profound  thankfulness  in  my  soul  that  I  found  the  way,  found  the  way, 
after  so  many  painful,  tortured  years;  happy,  glad  and  thankful  that  I  may  no-v  help  all 
others  to  that  seventh  heaven  of  ecstatic  delight  which  I  shall  call  "SLENDERDOM! " 
Yes,  yes,  I  want  to  and  can  and  will  help  you,  dear  friend,  you  and  every  other  woman 
who  will  do  herself  the  great  good  of  believing  implicitly  in  the  actual,  positive, 

proven  effects  of  the  ,  so  vastly  different  and  more  sure  and  sane 

id  sensible  than  all  the  rest,  that  you  will  be  absolutely  thunderstruck  after  you  have 
received  it  and  are  happily  started  on  your  precious  new  process  of  recreation. 

tow,  I  am  going  to  promptly  make  you  thin  at  the  lowest  possible  cost  to  you;  I  am 
lot  going  to  ask  you  to  pawn  your  body  and  soul  to  me,  as  the  expensive  specialists 
id  other  fat  reducing  concerns  do,  but  I  have  to  pay  for  advertising,  for  office  rent 
id  expenses  in  order  to  tell  my  story  to  you  and  all  the  rest  of  the  world  of  fat  folks, 
so  you  realize  I  must  have  something  from  each  one  in  order  to  maintain  my  institution, 
am  a  woman  and  in  this  thing  heart  and  soul,  out  of  the  great  joy  it  has  brought  me, 
30th  to  be  slender  and  see  all  others  slender,  so  if  you  will  fill  out  the  enclosed 
guarantee  order  blank  and  send  it  to  me  at  once,  with  ten  dollars,  I  will  immediately 

send  you,  under  plain  cover,  the  complete  guaranteed  ,  the  like  of 

rtiich  you  have  never  even  dreamed  of  nor  the  world  has  ever  seen! 

With  this  new  and  absolutely  unfailing  fat  reducer,  let  me  firmly  impress  upon  you  that 
you  have  no  internal  medicine  to  take,  no  nauseous  pills,  tablets,  powders  or  liquids, 
no  grilling,  grinding,  gruelling  exercises,  tortuous  massage,  no  painful  masks  or  bind- 
ing apparatus,  no  rollers,  none  of  the  old,  moth-eaten,  worn-out,  useless,  silly,  sense- 
less daily  self-denial  or  third  degree  methods.  I  guarantee  all  this,  and  on  the  day 
you  receive  my  treatment  you  will  yourself  be  happily  aware  that  you  have  at  last  found 
the  only  real  and  rational  treatment  known  to  the  world's  science. 

Now,  frankly,  I  truly  expect  you,  of  all  people,  to  answer  me  back  in  happy  haste, 
feverishly  eager  to  be  FOREVER  RELIEVED  OF  YOUR  FAT  AT  THE  EARLIEST  POSSIBLE  DAY,  so 
that  you  will  soon  be  slender,  newly  graceful,  free  and  happy  as  a  child  over  it  all, 
with  an  intense,  deep  joy  and  burning  pride  filling  your  inmost  being  with  a  thousand 
new-born  hopes  and  purposes  and  plans.   Then  I  know  you  will  be  as  wildly  enthusiastic 


,:-,.'.        :-..  :;  :il<li:i. ,iM ...  i.     •  Ml'li         II:    ..  I  •■■■■  .''iir:n 

231 


Sheet  2. 

as  myself  and  every  other  woman  or  man  who  has  taken  my  treatment  to  date.  Think,  think, 
think!  Isn't  it  fine  to  know  you  can  at  last  really  have  this  great,  precious  boon  in 
life — this  long  hoped  for  deliverance,  finally  and  forever,  from  that  seemingly  un- 
conquerable thickness  of  form  and  feature  you've  so  long,  long  secretly  detested  and 
inwardly  bewailed? 

My  treatment  is  fully  and  thoroughly  guaranteed  and  you  can  have  your  money  back 
instantaneously  unless  it  does  as  I  say!  Rsad  that  again.  I  mean  every  word  of  it! 
And  do  you  know,  dear  friend,  why  I  am  so  eager  to  return  your  money  if  you  are  not 
pleased?  Do  you  know  why  I  can  make  such  a  broad,  free,  open-handed  offer  to  every  fat 
woman  or  man  in  all  creation?  Do  you  know  why  I  can  thus  run  the  risk  of  being  imposed 
upon?  Why,  simply  because  every  person  who  receives  this  treatment  thoroughly  under- 
stands on  the  very  day  it  arrives  just  why  and  how  it  is  going  to  make  them  slender  and 
perfectly  normal  in  weight,  and  would  not  part  with  it  for  a  thousand  times  ten  dollars! 


And  here's  a  strange  thing,  too.  Not  many  days  after  you  begin  taking  the  

you  will  have  the  oddest  and  most  delightful  sensations  in  the  world!  Watching  your 
double  chin  gradually  grow  single  and  straight  and  regular,  girlish  and  clean-cut; 
your  neck  becoming  smaller  and  your  bust  diminishing  to  a  magnificent  contour,  firm 
and  lovely;  your  arms  losing  their  flabbiness;  your  garments  flowing  loose  over  your 
abdomen  and  a  delicious  new  sense  of  freedom  and  lightness;  your  hips  slimming  down 
and  reducing  to  unshaky  proportions;  the  loose  fat  of  your  limbs  fading,  fading  to  a 
smooth,  shapely  hardness,  supple,  slender,  superb! 

Do  not,  for  one  moment  overlook  my  offer  to  give  you  your  money  right  back,  gladly  and 
quickly,  should  you  be  in  the  least  bit  dissatisfied.  So  you  can  feel  you  are  perfectly 
safe  in  remitting  at  once  for  the  one  treatment  that  will  do  for  you  what  nothing  else 
in  all  this  world  can  do,  what  no  method  or  medicine  or  man  of  medicine  has  ever  done, 
make  you  beautifully,  becomingly  slender,  without  any  more  worry,  any  more  self-denial, 
any  more  suffering,  any  more  humiliation,  any  more  embarrassment,  any  more  failures,  any 
more  longings,  any  more  doubts,  fears,  misgivings  or  eating-one's-heart-out-with- 
bitter-envy! 

After  the  dark  hours,  dear  friend,  comes  the  dawn.  This  dawn  is  now  for  YOU!  With  my 

happy  new  discovery  of  the  ,  I  have  thrown  wide  open  the  shining  portals 

of  a  thousand  new  realities  in  life  for  you,  and  you  really  stand  upon  the  threshold 
of  a  newer  and  happier  existence!  Do  not  let  Doubt  cheat  you  of  this  great  joy;  let 
Faith  impel  you  to  instantaneous  action.  Put  everything  and  everybody  aside  and  write 
and  remit  to  me  to-day.   I  promise  you  a  new  life  will  be  your  reward! 

Your  deeply  sincere  and  sympathetic  friend, 


1 

232 


LETTER  NUMBER  TWO, 


Dear  Mrs. 


I'm  puzzled!  More  puzzled  than  disappointed  at  failing  to  get  a  warmly  enthusiastic 
response  from  you  before  now.  Well  knowing  your  inmost  yearning,  burning  desire  to  be 
slender,  and  feeling  sure  you  fully  realize  my  positive  treatment  will  MAKE  you  so, 
I  even  expected  your  RUSH  REPLY  BY  SPECIAL  DELIVERY,  in  your  haste  to  undergo  this 
delightful  new  process  of  RE-MOLDING  WHICH  I  alone  have  discovered,  and  which  is  now 
deeply  mystifying  the  medical  authorities  of  TWO  CONTINENTS,  in  their  vain  efforts  to 
solve  the  riddle  of  its  rapid  and  wonderful  flesh-reducing  powers  IN  EACH  AND  EVERY  CASE! 

Truly,  from  the  way  you  answered  my  advertisement,  I  felt  positive  you  were  INTENSELY 
IN  EARNEST  in  your  great  longing  to  be  rid  of  your  fat.  You  know  there's  sometimes  a 
WIRELESS  SYSTEM  OF  SYMPATHETIC  UNDERSTANDING  between  human  beings.  YOUR  letter, 
strangely  enough,  filled  me  with  the  almost  uncontrollable  desire  to  RUSH  THIS  POSITIVE 
REDUCER  TO  YOU  AT  ONCE;  to  even  take  it  to  you  myself;  to  get  on  the  train  and  go  to  you 
with  it  and  remain  with  you  for  several  days,  so  that  I  might  have  the  Great  Joy  of 
witnessing  your  profound  happiness  and  tremulous  gratitude,  as  your  fat  actually  began 
to  DWINDLE  STEADILY  AWAY,  your  flabby  thickness  to  really  disappear,  and  in  its  place 
your  THRILLING  NEW  YOUTHFUL  LIGHTNESS,  lightness  of  step,  lightness  of  motion,  lightness 
of  heart  over  your  NEWLY-CREATED  LOVELINESS;  your  glad,  glad  consciousness  of  having 

gotten  away  forever  from  "THE  YOU  THAT  USED  TO  BE" stout,  easily  perspiring,  perhaps 

heavy-moving,  maybe  ungainly,  embarrassed,  hopeless,  feeling  often  as  though  all  the 
world  were  slender  and  fair  but  you — ah,  my  dear  friend,  I  AM  WITH  YOU  right  this  moment 
in  every  distressed  feeling  your  fat  causes  you!  DIDN'T  I  WEIGH  TWO  HUNDRED  AND  FOUR!! 

And  right  now  I  feel  that  you  really  WANT  my  treatment.  You  crave  it,  long  for  it  WITH 

ALL  THERE'S  IN  YOU BUT:  You're  the  LEAST  BIT  DOUBTFUL yes,  I  know;  that's  why  you 

haven't  written.  BUT  WE'RE  GOING  TO  GET  RID  OF  THAT  UNCERTAINTY  THIS  VERY  MOMENT,  you 
and  I  together;  my  woman's  sympathies  are  with  you  because  you  pause  and  eat  out  your 
heart  in  your  don't-know-what-to-do  attitude,  when  here  at  this  end  of  the  line  I  KNOW 
SO  POSITIVELY  that  my  treatment  will  quickly  make  you  slender!  I'm  truly  sorry  to  see 
you  the  least  bit  skeptical,  WHEN  RIGHT  HERE  IN  MY  POSSESSION  IS  THE  ONE  THING  YOU 

CRAVE  WITH  ALL  YOUR  MORTAL  SOUL,  WITH  INWARD  TEARS  AND  PASSIONATE  ANXIETY THE 

POSITIVE  REDUCER  THAT  WILL  PROMPTLY  TAKE  AWAY  EVERY  POUND  OF  YOUR  SUPERFLUOUS  FLESH! 

HEAR  THIS!  My  process  is  something  that  has  eluded  and  defied  scientists,  investigators, 
world-renowned  physicians  and  chemists  for  years  and  years.   It  is  STARTLINGLY  DIF- 
FERENT  so  absolutely  UNLIKE  anything  you  ever  heard  of!  Yet,  with  all  its  marvelous 

potency,  sure,  swift,  electrifying  effects,  It  IS  SO  PERFECTLY  FREE  FROM  THE  SLIGHTEST 
INJURIOUS  FEATURES,  THAT  IT  TRULY  PUTS  TO  SHAME  EVERY  OTHER  ALLEGED  FAT  REDUCER  THAT 
EVER  CAME  INTO  EXISTENCE: — nonsensical  systems,  nostrums  and  knick-knacks  that  have  been 
a  dream,  a  delusion  and  a  snare;  unsafe,  unreliable,  impractical,  unpleasant,  UN- 
GUARANTEED! My  triumphant  positive  treatment,  which  reduces  you  with  such  astounding 
quickness  and  absolute  safety,  EXPOSES  ALL  THE  OTHER  FAT-CURE  FALLACIES  IN  THEIR  TRUE 
LIGHT  AND  MAKES  THEM  LOOK  UTTERLY  RIDICULOUS !  1 

I  don't  know  WHAT  things  you've  tried,  my  dear  friend,  but  every  one  of  those  idiotic, 
drastic,  dangerous,  meaningless  methods,  medicines,  massages,  machines  or  meal-skipping 

theories  ARE  A  THOUSAND  MILES  REMOVED  from  anything  like  the  Positive 

Treatment!  ALL  OF  THOSE  THINGS  I  ESCAPED,  THANK  HEAVEN,  WHEN  I  REDUCED  MY  FIGURE  70 
POUNDS!  When  I  electrified  my  friends  and  admirers  and  all  the  theatrical  world  BY  MY 
QUICK  TRANSFORMATION  FROM  FAT-GIRL  TO  THIN-GIRL;  WHEN  I  STUNNED  TO  SPEECHLESS  SURPRISE 
AND  SATISFACTION  that  Great  Manager  (whose  former  criticism  of  my  over-weight  had  stung^ 

me  to  the  soul!) when  I  DAZZLED  him  with  my  fresh,  new,  fairy  slenderness  of  figure, 

my  lithe-limbed,  small-waisted,  marble-firm  winsomeness  from  head  to  heel — why,  dear 
friend,  the  HAPPY  SCENE  it  made  when  I  presented  myself  before  him,  A  NEW-BORN, 

SUPERBLY  SCULPTURED  BEING,  AND PRESTO!  I  HAD  STEPPED  ACROSS  THE  THRILLING  THRESHOLD 

OF  "STARDOM!!!"  Ah,  my  friend,  "no  time,  no  change,  no  scene,  can  e'er  efface  my  mind's 
impression  of  that  time  and  place!" 


233 


Sheet  2. 

From  lip  to  lip  the  story  spread  like  wild-fire:  " !  Have  you  SEEN  her? 

She's  simply  wonderful a  dream,  a  dream!  Why,  Heavens  alive,  she's  actually  LOST  70 

POUNDS  and  is  as  seductively  slender  as  a  school  girl;  she's  the  prettiest  thing  you  ever 

looked  at  in  your  life and  say!  the  mystery  of  it  all  is  SHE  DID  IT  ALL  HERSELF,  by 

some  strange,  newly-discovered  process  that  is  POSITIVELY  HARMLESS,  POSITIVELY  EF- 
FECTIVE, POSITIVELY  UNKNOWN,  THAT  ABSOLUTELY  OUTWITS  EVERY  FAT  REDUCING  THEORY  AD- 
VANCED BY  ALL  THE  MEDICAL  SCIENCE  IN  CHRISTENDOM! !" 

THIS,  this  very  treatment  is  the  one  I'm  offering  you  right  now!  "Our  doubts  are 
TRAITORS  and  make  us  lose  the  Great  Blessings  we  oft  might  win!"  Take  hold  of  yourself, 

dear  friend be  UNSKEPTICAL,  unafraid;  put  your  Hesitation  aside  ONCE  FOR  ALL.  This 

is  your  one  chance  to  SAVE  TEN  DOLLARS  on  the  Positive  Fat  Reducer,  and 

you're  BOUND  to  send  for  it  sooner  or  later!  YOUR  OPPORTUNITY  TO  REDUCE  YOUR  FLESH  FOR 
810  WILL  BE  GONE  FOREVER  WITHIN  15  DAYS!   I've  made  my  price  so  reasonable,  my  gauarantee 
so  strong,  YOU  CAN'T  AFFORD  TO  HESITATE  A  MOMENT  LONGER  if  you  really,  truly  want  to 
get  thin  by  this  SUPREMELY  CERTAIN  method;  SO,  let  me  finally  say,  right  from  the  spot 
within  me  that  KNOWS  your  feelings:  As  you  send  me  the  Safety  Guarantee  Order  Blank 
with  &10  today,  remember  you  are  not  taking  a  single  chance,  NOT  THE  SLIGHTEST  RISK! 
THE— $10— YOU— SEND— IS—NOT—  MINE  —BUT — STILL — YOURS— IF — YOU — WANT— IT!  !   PROVE 
this  to  yourself  by  reading  our  full,  fearless,  open-handed  guarantee  on  the  order  blank 
BEFORE  YOU  SIGN  IT.  Make  DOUBLY  sure  you  can  get  your  $10  back  instantly,  promptly, 
unconditionally!  My  Safety  Guarantee  MAKES  YOUR  MONEY  AS  SAFE  AS  IT  IS  IN  YOUR  BANK 
RIGHT  NOW!  How  could  I  POSSIBLY  make  this  offer  IF  I  WERE  NOT  DEADLY-SURE,  BEYOND  ALL 
POSSIBILITY  OF  DOUBT  WHATSOEVER,  THAT  MY  POSITIVE  FAT  REDUCER  CANNOT  FAIL  UNDER  ANY 
CIRCUMSTANCES  TO  CHANGE  YOU  FROM  HEAD  TO  FOOT  AND  MAKE  YOU  THE  MAGNIFICENTLY  SLENDER 
WOMAN  OF  YOUR  DREAMS !  ! 

From  the  very  moment  you  receive  it,  THERE  IS  NO  POWER  ON  EARTH  THAT  CAN  KEEP  YOU  FROM 
LOSING  FLESH  RAPIDLY;  your  chin,  throat,  bust,  arms,  abdomen,  hips,  thighs  and  lower 
limbs  are  IMMEDIATELY  DESTINED  FOR  ALMOST  UNBELIEVABLE  ALTERATION;  your  enchanting,  new 

and  graceful  WILLOWYNESS,  more  noticeable  every  blessed  day an  alluring  smoothness  of 

firm,  girlish  contour  that  will  actually  be  YOURS,  YOURS  AT  LAST,  YOURS  TO  GLOAT  OVER  IN 
YOUR  ROOM'S  PRIVACY,  YOURS  TO  PRIDE  IN  AS  FAMILY  AND  FRIENDS  REJOICE  WITH  YOU,  AND, 
EVEN  AS  IN  MY  OWN  CASE,  YOURS  TO  WIN  NEW  TRIUMPHS  UPON  THE  STAGE  OF  LIFE! 

Yours  for  New  Youth  and  a  New  Deal  with  Destiny, 


iimmiiintuiHimtimummiimmnrniii'iiitiMiitnitmN-! 


234  | 
Dear  Friend: 

You  and  I  have  never  met — that's  why  my  picture  is  with  this 

letter. 

Somehow,  I  feel  as  though  it  gets  us  a  little  better  acquainted. 

I  want  to  know  you — your  ills,  your  troubles,  your  sorrows. 

I  know  that  I  can  help  you,  if  you  are  ailing  and  need  my  help. 

You  have  my  deepest  sympathy  if  you  are  not  perfectly  well ;  my 
heart  is  in  every  case  as  well  as  my  head,  and  because  my 

Treatment  is  bringing  glorious  new  life  and  fresh 

vigor  to  men  like  you  every  day,  I  feel  it  all  as  deeply  as 
Ingersoll  when  he  said,  "If  I  were  God  I  would  make  HEALTH 
catching  instead  of  disease!" 

Right  Now  the  chance  for  Real  Relief  is  Yours  ! 

Right  Now  my Treatment  can  make  a  grateful,  glowing, 

hale,  happy  man  of  You! 

Right  Now  it  will  do  for  you  what  no  other  medicine  or  man  of 
medicine  has  done  ! 

Right  Now  it  is  relieving  OTHER  men  of  prostatic  and  bladder 
troubles,  unnatural  discharges,  depression,  weakness,  nervous- 
ness, backache  and  loss  of  vigor  ! 

Right  Now  I  have  the  perfect,  permanent,  positive  Remedy  for  YOUR    j 
particular  ailment ! 

Right  Now  I  can  make  a  very  different  human  being  out  of  you  if 
you'll  let  me ! 
BE  THAT  BETTER  MAN ! 

Sit  down  at  once  and  write  me  fully,  freely,  fearlessly.  Feel 
that  you're  sitting  right  here  in  my  private  office,  with  four 
walls  around  us,  free  from  every  intrusion.   Tell  me  ALL  that 
ails  you.  No  living  soul  beside  myself  will  ever  see  what  you 
write.   Then  fill  out  the  little  blank  enclosed  and  send  that 

too,  with for  your  first  month's  treatment. 

My  Treatment  will  reach  you  promptly,  you'll  follow 

my  directions  carefully,  and  you'll  soon  be  DUMBFOUNDED;  so  will 
your  friends  !   YOUR  BOUNDING  ENERGY  AND  BUOYANT  SPIRITS  WILL  BE 
BACK  AGAIN!   YOU'LL  WORK,  WALK,  EAT,  SLEEP,  ACT  AND  THINK 
DIFFERENTLY.   YOU'LL  BE  THE  SAME,  SOUND,  STRONG,  FIRM,  RED- 
BLOODED  FELLOW  YOU  USED  TO  BE  ! 

You  want  this  wonderful,  quick  relief,  new  life  and  power  AT 

ONCE! 

You  will  not  hesitate  ANOTHER  MOMENT! 

You  won't  be  THE  MAN  WHO  WOULDN'T  LISTEN — you'll  get  busy  right 

away  and  take  the  tried,  true,  triumphant  treatment! 

Pin  a  bill,  or  postal  money  order,  or  your  check,  to  my 

order  blank,  and  mail  them  right  away  in  enclosed  addressed 

envelope. 

THIS  LITTLE  ACT  ON  YOUR  PART  WILL  BE  "A  MIGHTY  STEP  FORWARD"  TO 

HEALTH  AND  HAPPINESS  REGAINED! 

Sincerely  your  friend, 


iiimmt'.imtJi: nimitiii.mimiiu.i    Mmi'tumii'iiinmin 


235 


Dear  Friend: 

Something,  I  don't  know  what  it  is,  about  your  letter  just  received,  reminds  me  so 
vividly,  strangely  and  intimately  of  my  own  feelings  and  state  of  mind,  back  in  those 
dread,  drear  days  of  terrible  suffering,  that,  honestly,  all  my  heart  goes  out  to  you 
and  I  intensely,  deeply,  desperately  sympathize  with  you  in  the  present  state  of  your 
thoughts  and  your  deplorable  physical  condition. 

I  know  just  EXACTLY,  almost,  the  identical  things  you  feel;  the  very  thoughts  that 
occur  to  you — the  rise  in  your  hopes  at  times,  then  the  utter,  desolate,  sickly  despair; 
the  dull,  bleak  days,  wherein  life  seems  an  everlasting  gloom — the  lack  of  interest  in 
all  things  and  persons,  the  listless  longing  for  some  kind  of  earthly  help  that  NEVER 
SEEMS  WITHIN  REACH! 

DON'T  I  KNOW  all  of  those  feelings  by  heart? 

DID  I  NOT  CRAWL  through  those  same  fearful,  frightened  years? 

DID  I  NOT,  at  one  time,  all  but  "join  the  Innumerable  Caravan  that  moves  beyond 

the  Pale  Realms  of  Shade?" 

AND  HATH  NOT  the  dastard,  Fear,  held  me  helpless  and  quivering  in  his  Iron  Grip? 

DID  I  NOT  WAIT,  with  tremulous  apprehension  in  the  reception  room  of  one  mighty 

Specialist  after  another,  in  the  agonies  of  anticipation,  piteously  hoping 

against  hope  that  I  might  find  ONE,  just  ONE,  whose  verdict  humanely  differed 

from  the  stereotyped  death-sentence  the  rest  had  pronounced  upon  me? 

DID  I  NOT  DRAG  my  weary,  wasting,  coughing,  bleeding  body  from  one  end  of  the 

globe  to  the  other  in  search  of  the  Healing  Grail? 

HAD  I  NOT  CHASED  every  Rainbow  of  Hope  over  the  Fields  of  Failure? 

Those  years,  those  ten  long  years,  seemed  to  have  been  an  Endless  Night  of 
Anguish  Eternal.  In  the  staggering,  sickening  memory  of  all  this,  I  can  only 
think  of  the  words  of  Macbeth: 

"Oh!  I  have  passed  a  mad,  mad,  m-i-s-e-r-a-b-1-e  night; 
So  full  of  fearful  dreams,  of  tortuous  fright, 
That,  now  I  am  happily  awake,  a  robust  man  once  more; 

I  would  not  spend  another  such  night,  for  all  the  wealth  the  world  might 
have  in  store!" 

But  you,  my  brother  or  my  sister,  I  want  to  link  my  arm  in  yours  today,  lead  you  out  into 
the  broad,  white,  sunlight  of  Hope  New-born,  and  walk  with  you  in  the  God-lit  Hills  of 
Happiness!  This  letter  you  are  reading  now,  and  the  booklet  with  it,  believe  me,  are 
like  Fateful  Messages  from  the  Harbor  of  Health — the  Blissful  Isle  of  Life  Restored, 
as  other  messages  are  going  out  today  into  that  vast,  seething  sea  of  afflicted,  from 
whose  lips  the  cries  of  distress  and  mournful  despair  fairly  reach  the  Dome  of  Heaven. 
I  come  to  you,  dear  friend,  in  my  Glorious,  New-Found  Strength  and  Healthful  Vigor,  to 
put  FRESH  COURAGE  AND  FIERY  RESOLVE  into  your  heart,  and  prove  to  you  that  PROMPT 
RELIEF  IS  RIGHT  WITHIN  YOUR  GRASP  FOR  THE  SENDING  OF  A  LETTER  TODAY! 

This  frank  letter  is  my  Life-line  thrown  out  to  you  and  the  thousands  who  are  now 
suffering  as  I  did.  By  every  means  at  my  command,  by  the  aid  of  the  generous  Public 
Press,  through  the  power  of  the  printed  word,  I  am  telling  you,  and  all  the  rest  who 
would  be  speedily  saved,  how  I  fought  off  the  Life-Draining  Leech  that  WOULD  HAVE 
CONSUMED  ME  ALIVE!  How  I  conquered  it  finally  and  forever,  and  through  my  Unbelievably 
Restored,  Re-doubled  Strength,  achieved  Triumphant  Success  in  life,  and  can  now,  in  my 
security  from  all  these  things,  laugh  back  at  Plague  and  Poverty! 

Ah!  Just  as  though  you  and  I  were  of  the  same  flesh  and  blood  I  want  so  earnestly  to  see 
you  get  well!  Just  as  though  the  same  breast  nourished  us  into  being,  I  cherish  the 
Hope  that  you,  too,  will  soon  be  "FREE"!  Just  as  I  drove  every  vestige  of  consumptive 
bacilli  from  my  system,  completely  healed  up  my  lungs  and  brought  back  even  more 
abundant  and  enduring  vitality  than  I  ever  possessed,  I  hope  to  have  the  chance  of  doing 
the  same  thing  for  you! 

I  hope  that  this  letter  finds  you  in  just  exactly  the  frame  of  mind  where  every  word 
it  contains,  and  every  word  in  my  booklet,  BURNS  ITSELF  INDELIBLY  INTO  YOUR  MIND.  I 
hope  that  it  will  light  the  Fires  of  your  Determination  all  anew!  That  you  will  pluck 
up  every  vestige  of  your  Resolve  and  prepare  to  at  once  take  this  treatment,  as  quickly 
as  ever  it  can  be  sent  to  you,  absolutely  refusing  to  be  influenced  or  affected  by  your 
false  starts,  failures  or  disappointments  of  the  past,  by  Professional  Mistakes  and 
Ignorance — the  foolish  prescriptions,  diagnoses  or  theories  of  any  and  all  doctors  you 
may  have  had  faith  in,  or  looked  to  for  help. 


236  ! 


Sheet  2. 

Tell  Yourself  right  now  that  the at  ,  are  your  Haven  of  Health. 

Be  guided  by  no  one  but  yourself.  Be  influenced  by  nothing  but  your  own  intense,  human 
desire  to  promptly  be  rid  of  this  awful  disease.  Blot  out  and  bury  all  forms  of  Doubt. 
Bid  your  Hesitancy  begone.  Write  for  the  treatment  today,  in  your  Iron  Determination, 
supported  by  my  powerful  proofs  of  once  having  been  a  hopeless  consumptive  and  now 
being  completely  restored  to  health,  which  give  you  TREMENDOUS  REASONS  for  timely  action! 

AND  NOW  I  HAVE  A  SURPRISE  FOR  YOU  THAT  WILL  PROVE  A  BIT  STARTLING,  IF  THE  MONEY  END  OF 
IT  HAS  TROUBLED  YOU — NOW  GIVE  ME  YOUR  STRICT  ATTENTION:  If  you  will  send  for  the  treat- 
ment today,  I  am  going  to  give  you  an  example  of  what  the  newspapers  are  said  to  have 

called  "the  reckless  philanthropies."  I  am  going  to  say  to  you,  that  although 

my  laboratories  are  put  to  a  tremendous  expense,  as  explained  in  the  booklet,  in  dis- 
tributing this  treatment  to  the  world,  I  shall  make  it  financially  easy  for  you  to 
completely  regain  your  health,  if  it  be  in  the  power  of  my  treatment  to  accomplish  it.  I 
am  going  to  show  you  I  can  be  generous  even  when  it  may  mean  a  loss  to  me,  and  even  when 
I  do  not  need  to  offer  anything  like  concessions  or  inducements. 

I  HAVE  MADE  UP  MY  MIND  NOT  TO  ALLOW  YOU  TO  PAY  MORE  THAN  $10  FOR  THE  COMPLETE,  FULL  SIZE 
$50  TREATMENT,  and  send  you  herewith  a  coupon  valued  at  $40,  which  you  must  be  very 
sure  to  pin  to  your  remittance  in  writing  me  today.  (DON'T  FAIL  TO  ENCLOSE  COUPON 
UNDER  ANY  CIRCUMSTANCES.)   The  coupon  explicitly  provides  that,  AFTER  you  have  com- 
pletely regained  your  health  and  taken  on  at  least  TWENTY  POUNDS  OF  HEALTHY  FLESH,  YOU 
ARE  IN  HONOR  BOUND  TO  HELP  ME  IN  THIS  GREAT  WORK,  and  quickly  recommend  the  merits  of 

the  Treatment  to  every  other  consumptive  you  know  or  hear  of.  I  WANT  YOU  TO 

THINK  OF  OTHERS,  AFTER  YOU  ARE  WELL,  JUST  AS  I  DID1  In  other  words,  you  will  be  a  Self- 
Appointed  Emissary  of  Health  among  Consumption  Sufferers,  you  will  probably  be  so 
wildly  happy  over  your  own  complete  recovery!  In  fact,  I  know,  even  without  your  saying 
it,  you  will  be  glad  to  do  this.  That  is  the  way  you  will  earn  the  $40  I  am  allowing  you 
to  withhold  today. 

ANOTHER  GRATIFYING  CONDITION  IN  YOUR  FAVOR,  AND  POWERFUL  GUARANTEE  I  MAKE,  in  my  convic- 
tion that  the  Treatment  should  help  you:  IF  IT  FAILS  TO  PUT  FROM  20  TO  30 

POUNDS  OF  FLESH  ON  YOU  WITHIN  30  DAYS,  EVEN  THIS  $10  YOU  ARE  SENDING  TODAY  WILL  PROMPTLY 
BE  REFUNDED  UPON  REQUEST.  Right  here,  you  can  see  that  I  would  be  an  utter  madman  to 
give  you  such  an  iron-bound,  unheard-of  guarantee  if  I  did  not  know  what  the  treatment 
had  positively  done  for  me. 

YOU  ARE  ORDERING  THE  TREATMENT  TODAY  STRICTLY  AT  MY  RISK.   I  am  glad  and 

willing  to  have  you  do  so,  because  I  am  said  to  be  "wealthy  beyond  the  dreams  of  avarice," 
and  while  your  $10  may  mean  a  lot  to  you,  it  frankly  may  not  mean  "a  drop  in  the 
bucket"  to  me.  You  are  ordering  my  treatment  today  because  the  proofs  of  my  own  re- 
covery are  absolutely  unquestionable;  because  I  am  the  only  one  who  has  ever  held  out 
any  real  hope  to  you;  because  you  know  that  new  miracles  in  science  are  astonishing  the 
world  every  day;  because  you  have  known  of  incurable  after  incurable  disease  being  con- 
quered in  the  last  few  years;  because  your  mind  is  not  blighted  with  the  Dark  Ignorance 
or  the  Stoical  Skepticism  of  Yesterday;  because  all  doctors  failed  you;  because  your 

trial  of  the  Treatment,  in  view  of  my  guarantee,  is  VIRTUALLY  FREE  FOR  30 

DAYS;  because  deep  set  in  your  mind,  and  down  in  the  core  of  your  heart,  and  through 
every  fibre  of  your  being,  PULSES  THE  HUMAN  DESIRE  TO  LIVE  AND  THRIVE  AND  FLOURISH,  to 
enjoy  all  earthly  pleasures,  to  drink  of  Life's  brimming  cup,  to  walk  among  your  fellow- 
beings  light-hearted,  red-blooded  and  robust  once  more,  free  from  the  taint  of  any 
bodily  affliction. 

Now,  sit  right  down  and  get  your  application  for  treatment,  your  coupon  and  your 
remittance  ready  at  once!   Let  nothing  delay  you;  no  thing  or  thought  halt  you;  no 
hand  deter  you.  With  full  faith  in  your  breast,  a  Higher  Ecstasy  of  Hope  and  More 
Buoyant  Assurance  throbbing  in  every  vein,  send  that  letter  right  off  in  the  mail. 

FINAL  WORD:  In  my  own  Rapture  at  being  a  New  Man  again,  my  conscience  tells  me  how 
wonderfully  successfully  the  treatment  ought  to  be  in  your  case.  In  my  memory  is  clearly 
written  my  own  Boundless  Joy  and  Rampant  Happiness  the  moment  I  learned  my  lungs  were 
beginning  to  heal,  when  my  night  sweats  ceased,  my  cough  grew  less  frequent,  the 
hemorrhages  had  stopped  absolutely  and  I  was  gaining  solid  flesh  and  splendid  new 
vitality  with  every  passing  day!   DEEP  IN  MY  HEART  I  KNOW  WHAT  THESE  THINGS  SHOULD 
MEAN  TO  YOU! 

Your  Affectionate  Brother, 


IHHtHIHWMHIWIHUI 


237 


Dear  Mr.  

Every  day  I've  been  expecting  to  hear  from  you.  Maybe  you  DID  write  and  your  reply  mis- 
carried; or  you  may  have  been  too  busy,  or  possibly  ill,  which  I  hope  is  not  the  case. 

Somehow,  after  the  letter  you  wrote  me,  I  cannot  believe  you  would  willfully  neglect  the 
condition  of  your  mouth,  knowing,  as  you  MUST  know  by  this  time,  that 

EVERY  48  HOURS  ITS  CONDITION  GROWS  WORSE,  EVEN 
THOUGH  YOU  CANNOT  NOTICE  IT  OR  MAY  NOT  FEEL  IT! 

Wait!  Don't  think  I'm  saying  that  to  SCARE  you;  I'm  simply  telling  you  the  plain 
truth.  Listen!  Do  you  know  I  take  a  Sincere,  Deep  Satisfaction  in  seeing  my  treatment 
drive  out  Pyorrhea  day  by  day,  after  the  years  I  wrestled  with  the  disease  as  a  practicing 
dentist,  after  knowing  all  the  other  dentists  who  failed  to  master  it — 

YES,  MY  HEART  AND  SOUL  ARE  IN  THIS  WORK;  I  AM  GENUINELY  HAPPY  AT  HAVING  FOUND  FOR 
SUFFERERS  THE  SWIFT,  SURE  RELIEF  THIS  TREATMENT  BRINGS! 

And  because  I  am  only  human,  I'm  a  bit  proud  of  it  all.  You  should  see  the  grateful 
letters  that  flock  in  here.  Listen  to  THIS  one  from  my  morning's  mail: 

Dear  Doctor:  With  pleasure  I  write  you  of  my  fine  progress  with  your  Home 
Treatment.  I  received  it  two  weeks  ago  today,  and  began  immediately,  not 
deviating  from  your  directions  in  the  most  minute  detail.  The  results  are  as  follows: 
My  gums  have  a  healthy,  pink  color  and  cling  closer  to  the  teeth;  the  sensitiveness 
is  greatly  improved;  bleeding  when  I  brush  them  has  entirely  ceased,  although  a  place 
or  two  in  the  gums  bleeds  slightly  when  I  apply  the  powder,  or  massage  with  the  finger 
tips.  One  of  the  loose  teeth  has  tightened  wonderfully,  the  other  one  has  been  filled 
— I  failed  to  state  that  in  my  other  letter,  and  was  extremely  loose  but  I  think  in  time 
it  will  yield  to  the  treatment  also.  A  feeling  of  firmness  pervades  my  whole 
mouth  that  did  not  exist  before  your  treatment.  Could  anyone  expect  any  finer 
progress  in  two  weeks?  I  guess  I  found  your  advertisement  just  in  time,  and  how 
thankful  I  am,  words  are  inadequate  to  express.  What  a  blessing  you  discovered 
such  a  remedy  and  are  giving  it  to  suffering  humanity  at  a  price  within  reach  of  all. 

Doctor,  what  dentifrice  do  you  consider  the  best?  I  have  been  using  

Dental  Cream.  Will  you  kindly  send  me  another  of  your  Booklets.  I  gave 

mine  to  one  of  my  neighbors.  Rest  assured  I  will  continue  your  treatment  as 

directed  and  at  different  times  report  the  progress  I  am  making. 

Yours  very  respectfully, 

MISS  HELEN  THOMPSON, 

R.  4,  Box  42,  Paris,  Ky. 

Letter  after  letter  like  this,  throbbing  with  genuine  satisfaction — sometimes 
several  a  day,  reach  this  office;  I  wish  YOU  could  see  them! 


■mtimiiiiiHiHifiiiij  Miitiumiiiitiiiitmi 


itiHitKiiimiuiiHiiimititi iiiii'.lii'iii  m.iiiimuiiiii iiniii;iiiini.iminiiiiitiimii  iiiuiiii-.iiniittiiniiiiimi iniiNimiiimiiHiliiiitiimiiimiiiMMiiiiiunimimm 

238 


Sheet  2. 

FOR  YOU  ARE  ENTITLED  TO  THE  SAME  QUICK,  GLAD,  GRATEFUL  RELIEF  THIS 
TREATMENT  IS  BRINGING  TO  ALL  THE  REST 

and  you  MUST  not  lose  any  more  time.   TO  BE  PERFECTLY  FRANK,  BUT  NOT  TO  CRITICISE 
YOU,  I'M  SURPRISED  THAT  YOU  SHOULD  NEGLECT  THIS  THING,  NOW  THAT  RAPID  RELIEF  AWAITS 
YOU!   (I  thought  you  would  answer  by  return  mail,  eager  to  have  your  mouth  restored 
to  health  at  once! ) 

But  of  course,  after  all,  your  teeth  are  your  own,  your  gums  are  your  own,  your 
mouth  is  your  own,  your  breath  is  your  own,  your  FUTURE  HEALTH  is  your  own,  your 
money's  your  own — to  do  with  as  you  please — and  it's  not  for  me  or  anyone  else  to 
reproach  you  if  you  neglect  this  condition — 

BUT  YOU  ARE  BOUND  TO  REPROACH  YOURSELF  MORE  BITTERLY  THAN  ANYONE  IN  THIS 
WORLD  COULD,  IF  YOU  DELAY,  FOR  EVEN  A  MILD  CASE  OF  PYORRHEA  MAY  TAKE 
A  SUDDEN  CHANGE  FOR  THE  WORSE  AND  THEN  THE  AWFUL  STATE  OF  YOUR  GUMS  AND 
TEETH  WOULD  LEAVE  YOU  IN  UTTER  MISERY — SOME  STAGES  OF  PYORRHEA  NO  EARTHLY 
POWER  CAN  REACH! 

This  is  NOT  said  to  frighten  you,  but  I  HAVE  TREATED  PEOPLE  IN  ALL  STAGES  OF  THIS 
TREACHEROUS  DISEASE,  and  tried  hard  to  help  many  in  the  last,  loathsome,  INCURABLE 
STAGES,  and,  believe  me,  I  K-N-O-W  W-H-E-R-E-0-F  I  S-P-E-A-K!! 

In  addition  to  the  Suffering,  Annoyance,  Nausea  and  NASTINESS  of  Pyorrhea,  the 
danger  to  your  general  health,  the  other  diseases  it  brings  on,  THAT  UNPLEASANT  AND 
UNROMANTIC  THING,  "THE  PYORRHEA  EREATH,"  COSTS  ITS  POSSESSOR  MANY  A  FOND  FRIEND  AND 
MANY  A  FINE  OPPORTUNITY  IN  LIFE!   "The  Pyorrhea  Breath"  is  unforgivable  and 
inexcusable — and  the  PITIABLE  part  of  it  is  that  few  people  realize  that  they  have  it, 

WHILE  ALL  OF  THEIR  FRIENDS  AND  DEAR  ONES  ARE  ONLY  TOO  CONSCIOUS 
OF  THE  FACT,  BUT  DARE  NOT  SPEAK  A  WORD! 

Firm  teeth,  healthy  gums,  a  wholesome  breath  and  clean  mouth  are  part  of  a  lovable 
and  magnetic  personality,  in  people  of  ALL  ages;  this  is  a  modern  age  where  all 
alert,  intelligent  people  "put  their  best  foot  forward,"  look  prosperous,  live 
hygienically  and  preserve  their  health.   Pyorrhea  is  Unhealthy,  Unsightly,  Unclean — 
"GET  RID  OF  IT  AS  YOU  WOULD  A  PESTILENCE!" 

Carefully  fill  out  the  enclosed  order  blank;  please  pay  strict  attention  to  the 
questions  asked.  Answer  them  fully  and  frankly.  I  want  the  FACTS,  nothing  else. 
Pin  to  this  blank  a  Post  Office  or  Express  Money  Order  for  $5,   or  your  personal 
check  or  a  five-dollar  bill  (registered  mail).  YOU  GET  THE  COMPLETE  TREATMENT 
FOR  THIS  ONE  PAYMENT  AND  IT  IS  A  PALTRY  PITTANCE  COMPARED  TO  THE  WONDERFUL  RELIEF 
IT  WILL  PROMPTLY  BRING  YOU  AND  THE  CHANGE  THAT  WILL  GRADUALLY  APPEAR  RIGHT  BEFORE 
YOUR  VERY  EYES ! 

ATTEND  TO  IT  NOW,  IMMEDIATELY— DON » T  LET  ANYTHING  OR  ANYBODY 
DELAY  YOU! 

"On  that  Great  Clock  of  Time  there  is  but  ONE  WORD — "NOW!" 

Yours  for  a  Healthy  Mouth, 


i'lHiimnimiimimitmiiiiHmmimimiimimNiinmflmHniun m niitnmit»niii>iiititiiitiiuiui>tmti»iuiiiHiii>iiiniiii>iii>ini:iiiMtiii»ni<nntiiinl<t<Hm>i»ii>M<i<iii«iiiiii>iiu!iii<>iiij>i>iiiH<>i>ii>< raimimimmim.mi ■MMnmMH miimmiiiitiimmMMiiiNiimtm»miim»i.ii.imrmuiinFnjfim<raiimimmmiMi>; 


i  I,  ..,.-.., 


239 


My  dear  Sir: 

We  are  glad  to  send  you  this  trial  package  of 

We  know  if  you  will  begin  immediately  and  carefully  follow 
directions,  you  will  soon  be  very,  very  happy  over  the  result. 

Because  is  a  concentrated,  natural  genuine 

FOOD  you  will  have  a  plump,  well-rounded  figure  in  a  surprisingly 
short  space  of  time  ! 

All  the  hollows  and  "skinny  places"  will  disappear! 

You  will  be  astonished,  dumbfounded! 

So  will  your  friends  ! 

Beside  your  healthy,  new,  firm  flesh,  you  will  take  en,  these 
tablets  will  increase  your  bounding  energy  and  buoyant  spirits. 
You'll  work,  walk,  eat,  sleep,  act  and  think  like  a  different 
human  being. 

We  are  sending  you,  too,  an  interesting  booklet  called  "Good 
Flesh." 

Sit  right  down  and  read  it  carefully. 

It's  full  of  great  and  gratifying  news  if  you  want  to  gain  good, 
solid  flesh  and  glow  with  perfect  health! 

And  now,  HERE  ARE  SOME  IMPORTANT  THINGS  TO  BURN  INTO  YOUR 
MEMORY ! 


1.  Right  today  is  the  time  to  begin  taking 


2.  Do  not,  under  any  circumstances,  or  for  any  reason,  let 
anything  or  anybody  interrupt  this  treatment. 

3.  Never  miss  a  dose — from  this  hour,  take  one  of  these  food 
tablets  before  each  meal,  three  times  a  day. 

4.  Drink  plenty  of  good,  pure  water  every  time  you  take  a 
tablet. 

5.  You  must  at  once  supply  yourself  with  sufficient 

to  gain  from  ten  to  thirty  pounds,  so  that  when  these 

sample  tablets  are  exhausted,  you  will  not  have  to  wait  for  more 
of  them  to  continue  the  treatment. 


240 
Sheet  2 


We  are  personally  very  anxious  to  see  you  take  on  New  Flesh  rap- 
idly, and  get  the  full,  vitalizing  benefit  of  this  remarkable 
body  builder. 

WE  ALSO  WANT  TO  QUICKLY  INTRODUCE  IT  INTO  YOUR  LOCALITY. 

A  satisfied  person  WILL  talk  and  we  know  you'll  HELP  US  INTRODUCE 
IT  BY  YOUR  ENTHUSIASTIC  TESTIMONY  after  you've  experienced  its 
wonderful  benefits. 

Therefore,  we  will  send  you  PREPAID,  IN  PLAIN  PACKAGE,  our 
complete  $4  treatment,  consisting  of  two  large  size,  regular  $2 
boxes,  for  $3,  if  you  will  promptly  fill  out  the  enclosed  order 
form  and  remit. 

You  are  risking  nothing  by  remitting  at  once,  because  OUR 
POSITIVE  GUARANTEE  accompanies  each  $4  treatment,  and  entitles 
you  to  YOUR  MONEY  BACK,  if  not  satisfied  after  a  ten  days'  trial. 

Right  now will  begin  to  make  a  plump, 

well-rounded,  virile,  vigorous  individual  out  of  you! 

Right  now  is  the  time  to  begin! 

RIGHT  NOW  YOU  SHOULD  GET  THIS  ORDER  IN  THE  MAIL  ! 

Yours  for  More  Weight  and  Rosy  Health, 


'""""" "'""""" ""''"'""""Ml'll""w"lllll""ll'lnin'^ —I 


■MHMNHUI 


241 


Dear  Mr. (or  Dear  Dr. ): 

So  many  of  your  Colleagues  are  letting  me  send  them  a 
Complimentary  Quart  of  

Why  not  YOU? 

I  want  you  to  have  some  of  this  famous  old  brand  that 
Grandfather  Rose  made  in  his  Log  Cabin  Still  at  the 
close  of  the  war ! 

Out  of  aged  casks,  hoop-rusty  and  worn  with  time,  we 
take  a  most  lusciously-ripe  18-year-old  Kentucky 
bourbon,  to  blend  with  

The  result's  SOMETHING  DELICIOUS  I 

A  serene,  smooth,  liquid-velvet,  fragrant  as  Spring 

flowers,  so  deeply  satisfying  I  simply  can't  describe 

it— 

BUT  I  KNOW  YOU'LL 
POSITIVELY  BE  DELIGHTED: 

This  honorably-aged,  pure,  gentleman's  drink  wins 
your  warm  friendship  IMMEDIATELY. 

Let  me  express  at  once  four  quarts  prepaid — NO 
OBLIGATION,  NO  EXPENSE  TO  YOU;  one  quart  is  YOURS  to 
enjoy  to  your  heart's  content. 

Keep  the  other  three  ONLY  if  it  tastes  so  good  you 

really  WANT  to,  and  send  me otherwise,  express 

them  back  at  my  expense,  and  no  harm's  done. 

If  you'll  mail  the  enclosed  card  to-night,  I'm  sure 
you'll  be  glad  you  did. 

Sincerely  yours, 


President. 


242 


PRIVATE  OFFICE 
My  dear  


I  write  you  personally  to-day  because  I  want  you  to  enjoy  a  trial 
quart  of  the  most  delicious,  rare  old  Whiskey  you  ever  used. 

This  quart  I'm  anxious  to  have  you  try  immediately.   I'd  like  to 
express  it,  with  three  others,  so  you'd  have  a  reasonable  supply 
in  case  you  found  it  EXACTLY  what  you've  wanted. 

HUNDREDS  OF  PROMINENT  CHURCHMEN  WHO  REGULARLY  USE  OUR  PEERLESS 
PRONOUNCE  IT  THE  MOST  PERFECTLY  AGED,  PURE,  WHOLE- 
SOME AND  HEALTHFUL  BEVERAGE  THEY  HAVE  EVER  FOUND. 

I'm  sure  YOU  will  say  the  samel 

When  you're  a  bit  tired,  or  after  visiting  the  hospital 

or  exposure  out-of-doors,  you'll  find  a  soothing, 

strengthening  draught — a  real  energizer,  a  rare  tonic.   It  also 
makes  a  most  hospitable  offering  to  set  before  a  visiting 
colleague  or  other  friend. 

BLENDED  WITH  A  LUSCIOUS,  MELLOW  18-YEAR-OLD  STRAIGHT  KENTUCKY 
BOURBON,  IT  IS  SO  DELIGHTFUL  AS  A  DIGESTIVE  AID,  WITH  ITS  ELO- 
QUENT FLAVOR  AND  DEEPLY  FRAGRANT  BOUQUET,  THAT  YOUR  PHYSICIAN 
WILL  ENTHUSIASTICALLY  COMMEND  IT. 

The  four  quarts  would  come  to  you  in  a  plain  package,  express 
prepaid,  STRICTLY  AT  MY  RISK;  you  to  test  a  whole  quart  with  my 
hearty  good  wishes.  You  are  perfectly  welcome  to  it.   THERE  IS 
NO  OBLIGATION  WHATEVER.   If  then  you  are  so  thoroughly  pleased 
you  want  to  keep  the  full  shipment,  simply  send  us  ;  other- 
wise you  can  return  the  remaining  three  quarts  at  my  expense. 

KINDLY  MAIL  THE  ENCLOSED  CARD  TO-DAY.   TRY  THIS  EXTRA-FINE 
WHISKEY  AT  ONCE.   I  KNOW  HOW  WELL  YOU'LL  LIKE  IT.   I  DOUBT  IF 
YOU'VE  EVER  TASTED  ITS  EQUAL  AND  BELIEVE  YOU  WILL  EVEN  BE 
GRATEFUL  THAT  I  WROTE  YOU. 

With  cordial  greetings  and  the  hope  that  you  are  in  the  best  of 
health,  I  am, 

Sincerely  yours, 


■"""KUHtHMim 


243 


PRIVATE  OFFICE 
Dear  Mr.  


Your  very  kind  order  was  just  received  to-day,  and  I 
want  to  write  you  myself  and  sincerely  thank  you  for 
your  continued  patronage. 

You  see,  it  is  something  of  a  deep,  genuine  personal 
satisfaction  to  me  to  feel  that  you  have  become  one  of 
the  many  warm  friends  of  this  supremely  fine  brand. 

Another  man  who  uses  it  regularly  writes  me:  "This 

glorious  whiskey  of  yours,  ,  is  by  long  odds 

the  grandest  lubricant  that  ever  gladdened  the  gullet 
of  Man!  I've  no  eulogy  to  do  it  justice;  words  are 
weak  to  describe  its  witchery.   It  hath  a  Soul — the 
Soul  of  Purity.   It  is  a  Poem  of  Liquid  Paradise,  that 
calms  the  Spirit  and  clarifies  the  mental  atmosphere 
like  a  gentle  Summer's  rain!" 

In  entering  your  order  just  now,  the  book-keeper  found 
a  little  memo  of  your  unpaid  balance  as  noted  below. 
I  told  him  you'd  probably  forgotten  to  send  it  with 
the  new  order,  or,  more  likely,  you  thought  it  was 
already  paid. 

Most  of  our  good  friends  really  appreciate  being 
reminded  of  an  oversight  like  this,  and  I  know  you'll 
feel  the  same. 

You  can  just  fix  ap  the  old  balance  to-day,  while  the 
thought's  in  your  mind,  and  I'll  be  more  than  glad  to 
extend  the  usual  convenient  terms  on  your  new  order. 

Again  assuring  you  of  my  profound  pleasure  at  receiving 
your  call  for  another  supply,  and  awaiting  your  kind 
remittance,  witn  cordial  regards,  I  remain, 

Sincerely  your  friend, 


244  I 


Dear  Mr.  

The  bit  of  pasteboard  enclosed  is  magical. 

'Twill  transform  your  taste  for  a  toss-off,  into 
a  refined  appetite  for  that  Nectar  of  the  Gods, 

called  ■ " the  most  delicious  man's-bev- 

erage  in  Christendom,  a  Fascinating  Fourteen-Year-Old 
that  makes  you  forever  forget  any  other  whiskey  you 
ever  tasted ! 

No  man  ever  quaffed  this  Kingly  Cup,  but  what  his 
soul  soared  the  Heights  of  Supreme  Satisfaction. 

The  red-blooded  mortal  who  likes  a  rare  drop  finds 

in  " n  the  Soft,  Subtle,  Seducive  Smack 

that  Soothes  ! 

Make  this  magic  card  your  messenger;  mail  it. 

If  w M  does  not  prove  a  Princely 

Potation  that  Pleaseth  Your  Palate  to  Perfection, 
then  the  treat,  Good  Sir,  is  ours. 

Are  we  fair  with  you? 

Cordially  yours, 


245 


Dear  Mr. 


Deep,  deep  down  in  our  dark  dungeon-cellars,  where 
no  ray  of  golden  sunlight  is  allowed  to  penetrate,  for 
fourteen  long  years  we've  had  imprisoned  some 
fine,  old,  rare  whiskey  called  " . " 

DELICIOUS  I 

We  want  you  to  have  some  ! 

It's  be  long  odds  the  Most  Glorious  Lubricant  that 

ever  Gladdened  the  Gullet  of  Man we  have  no  eulogy  to 

do  it  justice  ;  words  are  weak  to  describe  its 
Witchery  I 

But  the  little  card  enclosed  will  bring  a  goodly 
gallon  to  your  lordship's  larder;  you  can  sample  it 
and  by  YOUR  judgment  we'll  abide. 

The  Risk  is  all  ours rush  the  card,  Senor  ! 

Cordially  yours, 


■Hmmnmmmm 


■.■.-,:  I   ■■;.,:..';.■.;,■■  I'lillltlllllllllllillM 

246  ! 


TROUBLE  KNOCKED  AT  THE  DOOR,  AND, 
HEARING  A  LAUGH,  HURRIED  AWAY 


Dear  Mr. 


The  guy  with  a  Fear  worm,  Sick  "murm"  or  Grouch  germ, 
has  nothing  on  999  at  Sing  Sing — he'll  never  scale 
the  wall  of  his  woeful  Imaginitis. 

Now  the  positive  pacifier  for  peeved  persons  is  that 

peerless  prescription,  pronounced  " n,  a 

fear-dispelling,  exhilarating  extract  of  Eternal 
Optimism,  that  clarifies  the  mental  atmosphere  like  a 
Gentle  Summer's  Rain. 

The  Charm  of  this  Winsome  Whiskey  is  in  its  Mellow  Age, 
its  Appetizing  Aroma,  its  healthful,  healing, 
harmonious  companionship  after  it  gets  inside. 

Have  a  Gallon  sent  to  you — after  the  First  Taste  you'll 
treasure  it  as  a  New-Found  Friend. 

Sincerely  yours, 


"'""" '  "' I """" ' ' WW IMIIHI.WI I HaMMMWMMMWWM I ttmmmmmmmmmmmmmmmmftmmmmt^mmwmmmammmimmim^f 


247 


Dear  Mr.  

Why  not  mingle  a  little  of  the  Spirit  of  f76  with  the 
Spirits  of  '99? 

Yes,  yes!  DO  have  a  supply  of  " ■  for  the 

Fourth ! 

The  glorious  manhood  of  our  bold,  brave  forefathers 
are  commemorated  in  the  patriotic  thunders  of  our  great 
American  holiday — so  this  fine,  old,  fragrant  whiskey 
fits  well  the  occasion! 

'  Tis  a  serene,  smooth,  inspiring  beverage,  with  a 
winsome  delicacy  that  bringeth  down  blessings  on  the 
host  and  beaming  satisfaction  to  the  soul  within! 

The  joys  of  Vacation,  too,  are  heightened  by  a  handy 

flagon  of  this  same  superb  " " ,  the  fluid  of 

Fellowship;  the  juice  of  aged  perfection. 

Of  course  your  order  should  go  forward  post-haste — 
why  not  this  very  day? 

Sincerely  yours, 


248 


Ho,  There  ! 

With  Santa  peeping  'round  the  corner,  and  YOU  thinkin' 
of  EVERYBODY  ELSE — how  about  a  wee,  winsome,  divine 
draught ie  of  somethin'  REAL  good  for  yerself '? 

Why  not  a  bit  of  self -giving?  Say  a  four-quart 
remembrance  of  ■ "  ? 

And,  as  it's  a  gift  occasion,  we'll  do  OUR  share  by 
slipping  in  a  sly  bottle  of  dear  ole  St.  Croix  Rum, 
with  a  delicious  recipe  for  Old  Fashioned  Southern 
Egg-nog  that'll  draw  forth  deep  UM-M-M-M-M-S  of 
ecstacy ! 

" "  is  a  serene,  soul-warming  Christmas 

beverage  ;  the  cup  of  Yuletide  camaraderie — 

Ah  !  Man ,  Man  1 

'Tis  Noble  Nectar! 

And  you've  naught  to  do  but  mail  the  card  enclosed: 
MAKE  HASTE,  THEN  I 

A  joyous  thought — don't  wait 
Lest  the  Festive  Cheer  come  late! 

Yours  for  a  Merry  Christmas, 


'  ■.::■■ J .  i  ■  i  ■  1 1 , ,  r  i  ■  ■ ■    ■  ■:  ntimnnii  mil  1 1  j  n  m  t  .  m  . ;  F  i !  n '  H  -  s  i  M  i .  1 1 . .  m  n  1 1 1 . .  1 1  h  i  r  r  1 1  f  i  i  J  u  ■■  n-n ■■rn.M,     1  ■■.:■■■■  mi    ■ 


249  I 


"The  Goddess  of  Morn,  with  rosy  tinted 
fingers,  draws  aside  the  curtain  of  Night, 
to  let  the  Sun-God  in  his  Chariot  of 
Gold,  enter  upon  his  Ethereal  Flight." 


Dear  Mr. 


The  bright,  fresh,  youthful  hopes  of  the  dawn  tingle  in 

every  drop  of  " " — the  Wonder  Whiskey — a 

marvel  of  mellowness,  of  amber  richness,  of  aged 
Perfection,  of  delicacy,  of  immaculate  fragrance. 

Today — right  now,  this  delightful  draught  should  take 

the  place  of  the  one  you  now  imbibe  ;  " "  would 

be  so  much  more  gratifying,  because,  dear  friend, 
this  Rare  Whiskey  is  sincere  ;  it  hath  a  Soul — the 
Soul  of  Purity. 

Your  first  order,  on  the  card  enclosed,  would  mean  but 
little  profit  to  us — only  by  proving  to  you  the  deeply 

delightful  DIFFERENCE  of  " "  can  we  hope  to 

number  you  among  its  firm,  fast,  fond  friends.   Just 
as  sure  as  you  try  it,  you'll  be  one  of  them. 

Why  not  TO-DAY? 

Cordially  yours, 


'  ,:"""""",l;' " ■■■■■■■  ,  wuMMMHwan mm mm mm MiHMHiaiawaHaMnMMaHBaaNiM ■■■■■■■■■■■■■■■•■■■■i 


250 


"Why  be  this  Juice?  The  Growth  of 
God.   Who  dare  blaspheme  it  as  a 
snare?  A  Blessing  we  should  use  it, 
should  we  not — and  if  a  curse, 
why,  then,  Who  Put  it  There?" — OMAR 


Kind  Sir: 


IS  a  Blessing  ! 


And  YOU  should  use  it  ! 

No  whiskey  you've  tasted  has  so  eloquent  an  aroma,  so 
inviting  an  incense  of  aged  purity,  so  pleasurable  a 
passing-down;  for  in  this  Inspired  Amber  you  will 
find  rare  Refreshment,  Peace,  Poise  and  Power. 

Out  of  aged  barrels,  hoop-rusty,  warped  and  worn  with 
time,  we  draw  this  Fourteen-Year-Old  Fragrance,  for 
those  who  pass  the  Friendly  Word  to  send  it  on. 

Will  YOU? 

Sincerely, 


■ 


'i  '■'. 


YE   16076 


S: 


'If* 


/ 


UNIVERSITY  OF  CALIFORNIA  UBRARY 


h   *• 


